Upmarket Sr. Sales Manager (West)

United States

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$317,000 – $373,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Software, SaaSIndustries

Requirements

Candidates must have over 5 years of experience selling B2B SaaS into Mid-Market and Enterprise segments, with 2-3 years in a leadership or management role. A proven track record of consistently meeting or exceeding sales quotas, strong executive presence, excellent communication skills, and the ability to establish C-level relationships are essential. Experience closing complex, six-figure deals and managing intricate sales cycles with named accounts, ideally organizations over 2,000 employees, is required. Technical aptitude to understand and communicate software capabilities, an empathy-driven leadership style, a growth-oriented mindset, and passionate alignment with Vanta's mission are also necessary. Candidates must be located West of NM, CO, NE, SD, and ND.

Responsibilities

The Upmarket Sales Manager will lead, mentor, and coach a team of Account Executives to achieve ambitious goals, driving new business growth through strategic selling and territory management. Responsibilities include developing clear business plans, providing accurate sales performance forecasting and reporting, and communicating strategic initiatives effectively to stakeholders. The role involves understanding prospect buying processes, guiding buyers through complex deals, and identifying key decision-makers. Managers will continuously evolve sales strategy by introducing new initiatives to increase deal sizes and drive revenue growth. They will also contribute to growing the sales team through recruiting, onboarding, and training new Account Executives, fostering an inclusive sales culture, and leveraging the MEDDPICC/Force Management methodology. Maintaining a strong understanding of industry trends, competition, and product technicalities is also key.

Skills

Sales Management

Team Leadership

Account Executive Coaching

New Business Growth

Strategic Selling

Territory Management

Business Planning

Forecasting

Security Sales

Compliance 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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