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About the role
Key responsibilities & impact- 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
What you’ll need- 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
Comp & perks- 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!
ATS Keywords
✓ Tailor your resumeApplicant 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