Upmarket Sales Manager

Salary: $317K - $373K Location Type: Remote Employment Type: Full-Time

Position Overview

At Vanta, our mission is to secure the internet and protect consumer data. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

As an Upmarket Sales Manager at Vanta, you’ll have the opportunity to build, lead, and develop a team of ambitious Account Executives during an exciting period of rapid growth. You'll collaborate closely with senior leadership and cross-functional teams including product, marketing, and engineering to expand our Mid-Market and Enterprise segments. Your work will directly shape the future of Vanta’s sales strategy as we scale, move upmarket, and solidify our position as leaders in a rapidly growing industry.

This role is on our West team and we will only be considering candidates located West of (and including) NM, CO, NE, SD and ND.

You'll partner with your team to drive new business growth, working with some of the largest global companies to transform how security and compliance teams operate. This is your chance to make a substantial impact at an innovative, mission-driven company.

Responsibilities

• Lead, mentor, and coach a team of high-performing Upmarket Account Executives, equipping them with the tools and guidance to achieve ambitious goals.
• Drive new business growth through strategic selling and proactive territory management.
• Develop clear business plans and identify necessary resources to effectively close new business.
• Provide accurate forecasting and reporting on sales performance, ensuring transparency and accountability.
• Clearly communicate strategic initiatives internally and externally, presenting effectively to various stakeholders.
• Understand and map out prospect buying processes, guiding buyers through complex deals and identifying key decision-makers and influencers.
• Continuously evolve Vanta’s sales strategy by introducing new initiatives, tactics, and solutions to increase deal sizes, resolve complex customer challenges, and drive overall revenue growth.
• Actively contribute to growing Vanta’s sales team through recruiting, onboarding, and training new Account Executives.
• Foster an inclusive and supportive sales culture aligned with Vanta’s core values.
• Leverage the MEDDPICC/Force Management methodology to ensure disciplined, metric-driven sales processes.
• Maintain a strong understanding of industry trends, competition, and technical aspects of our products.

Qualifications

• 5+ years of experience selling B2B SaaS into Mid-Market and Enterprise segments, with 2-3+ years in a leadership or management role.
• Demonstrated track record of consistently meeting or exceeding sales quotas.
• Strong executive presence with excellent communication skills and the ability to establish and nurture C-level relationships.
• Proven success in closing complex, competitive six-figure deals.
• Ability to manage intricate sales cycles involving named accounts, ideally organizations with over 2,000 employees.
• Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities with technical stakeholders.
• Empathy-driven leadership style focused on consultative 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.

Company Information

At Vanta, we're committed to securing the internet and protecting consumer data through continuous monitoring and verification. Our team is talented, supportive, and diverse, with many successful contributors coming from backgrounds outside of security.

What you can expect as a Vanta