Specialty Account Executive – APJ
Vanta
full-time
Posted on:
Location Type: Hybrid
Location: Sydney • Australia
Visit company websiteExplore more
About the role
- Partner with Core AEs to support deals involving TPRM and emerging products, from early discovery through close
- Lead and support deep discovery conversations, helping uncover risk, compliance, and third-party management use cases
- Deliver high-quality, end-to-end product demos of TPRM and related products, confidently handling lightly technical questions without needing a Solutions Engineer
- Act as a deal accelerator: jump in wherever needed to keep momentum high (customer calls, follow-ups, Looms, exec alignment, on-site travel, etc.)
- Help shape deal strategy by identifying blockers, risks, and paths to close
- Provide real-time feedback to Product and Enablement based on customer conversations and deal learnings
- Support the evolution of Vanta’s specialty selling motion as TPRM and emerging products mature in-market
Requirements
- 8+ years of experience selling B2B SaaS, ideally in upmarket environments
- A proven team seller who thrives in collaborative, multi-threaded deals
- Strong product and technical aptitude, comfortable demoing products flawlessly and speaking confidently about workflows, integrations, and common use cases
- Excellent discovery skills and the ability to guide customers through complex buying decisions
- A bias toward action and ownership, willing to do what’s required to move deals forward, even when it’s unglamorous
- Experience selling to Security, Risk, Compliance, GRC, or adjacent personas is a strong plus
- Comfortable operating in ambiguity as products, messaging, and sales motions continue to evolve
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 SaaSproduct demosworkflowsintegrationsdiscovery skillssales strategyrisk managementcompliancethird-party risk managementGRC
Soft skills
collaborationteam sellingcommunicationownershipaction-orientedcustomer engagementproblem-solvingadaptabilityexecutive alignmentfeedback provision