Startups Sales Manager - APJ at Vanta

Sydney, New South Wales, Australia

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, SaaS, TechnologyIndustries

Requirements

4+ years of experience selling B2B SaaS to startups and small businesses, with 1–2 years in a leadership or management role
Demonstrated track record of consistently meeting or exceeding sales quotas, both as an individual contributor and as a leader
Strong communication skills with the ability to build trust and credibility with founders and early-stage operators
Proven success in managing fast-paced, competitive sales cycles, often with resource-constrained buyers
Experience building or refining sales processes, playbooks, and teams from the ground up
Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities
Empathy-driven leadership style focused on consultative value selling, long-term customer success, and team development
A growth-oriented mindset, proactively seeking opportunities for continuous improvement and professional development
Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data

Responsibilities

Lead, mentor, and coach a small but high-performing team of Account Executives, equipping them with the tools and guidance to succeed in fast-paced, founder-led sales cycles
Drive new business growth through proactive outbound prospecting, consultative value selling, and ownership of the full sales cycle
Build and refine repeatable sales playbooks and processes that can scale as the team grows
Provide accurate forecasting and pipeline management, ensuring visibility for leadership and investors
Partner closely with early customers to understand their needs and influence Vanta’s product roadmap
Continuously evolve Vanta’s sales approach by introducing new tactics and solutions to shorten sales cycles, increase deal sizes, improve win rates, and drive overall revenue growth
Actively contribute to scaling the team through recruiting, onboarding, and training new Account Executives
Foster an inclusive and supportive sales culture aligned with Vanta’s core values
Maintain a strong understanding of industry trends, competitors, and the challenges of scaling startups

Skills

Sales Management

Team Leadership

Outbound Prospecting

Consultative Selling

Sales Forecasting

Pipeline Management

Sales Playbooks

Founder-Led Sales

Vanta

Automates SOC 2 compliance for businesses

About Vanta

Vanta simplifies the process of obtaining and maintaining SOC 2 certification, which is essential for organizations that manage sensitive customer data. The company offers a software-as-a-service (SaaS) platform that automates numerous checks to ensure that security controls are effective and compliant with industry standards. This automation helps small to medium-sized enterprises (SMEs) and tech companies monitor risks and vulnerabilities continuously, significantly reducing the time and cost associated with achieving SOC 2 compliance. Vanta's subscription-based model provides clients with a more efficient and cost-effective way to maintain compliance compared to traditional methods. The goal of Vanta is to transform the compliance process, allowing organizations to focus on their core operations while enhancing their security posture.

San Francisco, CaliforniaHeadquarters

2018Year Founded

$343.4MTotal Funding

SERIES_CCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

100% Benefits Coverage

Flexible & Remote Work

Paid Parental Leave

Unlimited PTO

Health & Wellness

401(k)

Risks

Emerging competitors like ComplyCube could challenge Vanta's market position.

Healthcare data breaches may increase demand for more robust security measures.

Reliance on partnerships like HITRUST poses risks if standards evolve significantly.

Differentiation

Vanta automates up to 90% of audit preparation, reducing compliance costs significantly.

The platform offers real-time insights, enhancing trust and streamlining security reviews.

Vanta's HITRUST e1 solution automates 80% of requirements, ensuring continuous compliance.

Upsides

Vanta secured $150M in Series C funding, boosting its growth potential.

Partnership with HITRUST enhances Vanta's credibility in the healthcare sector.

Rising demand for automated compliance solutions supports Vanta's market expansion.

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