Account Executive, Upmarket
Vanta
full-time
Posted on:
Location Type: Hybrid
Location: Sydney • 🇦🇺 Australia
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Identifying promising prospects, building and managing the sales pipeline, running PoVs, negotiating and closing deals
- Prioritizing your portfolio of prospects, devising and executing account strategies and action plans
- Devising effective outbound activities to build a robust pipeline and adequate pipeline coverage
- Establishing valuable connections with senior executives and decision-makers within the CISO department
- Providing customers with education and guidance on the value of Vanta's offerings
- Developing business justification cases with prospect in order to secure budget for Vanta
- Accurately forecasting performance against sales targets on a monthly / quarterly basis
- Collaborating with our product management team to align customer needs with product roadmap
- Partnering closely with various resources throughout the sales process, including SDR, Solutions Engineering, GRC specialists, Legal and Deal Desk
Requirements
- A minimum of 5+ years of experience in selling B2B SaaS to mid-market and enterprise customers
- Experience in the security / compliance space a nice to have
- A proven track record of consistently meeting or exceeding quarterly quotas over time
- Strong skills in prospecting, outbound pipeline generation, and new logo hunting
- Effective communication skills and a commanding executive presence, with the ability to establish and manage C-level relationships
- A track record of successfully closing six-figure deals, with comfort flexing into the seven-figure range
- Exceptional problem-solving abilities and a passion for making a significant impact in a fast-paced startup environment
- Experience in managing complex deals / sales cycles with multiple stakeholders
- Technical proficiency to understand Vanta's software and establish rapport with technical prospects
- Previous experience collaborating closely with product teams to promote new products
- A high level of empathy for customers, consultative seller with a track record of long-term customer retention
- You have a deep level of curiosity, resourcefulness, urgency and thrive in a fast-paced environment
- You embody a growth mindset, always seeking opportunities for personal and professional development
Benefits
- Industry-competitive salary and equity
- Healthcare stipend towards health insurance for you and your dependents
- 16 weeks paid parental leave for all new parents (birthing, non-birthing, and adoptive)
- Health & wellness stipend
- Remote workspace stipend
- Commuter benefits for team members who attend the office
- Internet and cellphone stipend
- 9 company paid holidays
- 20 days of PTO per year
- Virtual team building activities, lunch and learns, and other company-wide events!
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B SaaS salespipeline generationaccount strategiessales forecastingclosing dealsnegotiationbusiness justificationcomplex sales cyclesprospectingexecutive presence
Soft skills
effective communicationproblem-solvingempathyconsultative sellingcuriosityresourcefulnessurgencygrowth mindsetrelationship managementcollaboration