Vanta

Account Executive, Commercial

Vanta

full-time

Posted on:

Location Type: Hybrid

Location: Sydney • Australia

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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
  • This is a hybrid role (three days a week in office) based out of our Sydney location

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
  • Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.
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
  • Health & wellness stipend
  • Remote workspace, internet, and cellphone stipend
  • Commuter benefits for team members who attend the office
  • 20 days of Annual Leave per year
  • 9 company-paid holidays
  • 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 & Tools
B2B SaaS salespipeline generationaccount strategiesnegotiationclosing dealssales forecastingcomplex deal managementbusiness justificationoutbound activitiesC-level relationship management
Soft Skills
effective communicationexecutive presenceproblem-solvingempathyconsultative sellingcuriosityresourcefulnessurgencygrowth mindsetadaptability