Senior Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and manage a pipeline by researching target accounts, creating account-specific strategies, and executing multi-channel outreach.

• Collaborate with SDRs to leverage inbound demand while taking ownership of qualified pipeline objectives.

• Oversee the complete sales cycle for mid-market companies with 51-1000 employees, from initial meetings to negotiations and closing deals.

• Conduct thorough discovery sessions with technical and business stakeholders, including CISOs, Heads of Security and IT, engineering leaders, and executives.

• Link Vanta's offerings to business outcomes such as expedited sales cycles, minimized risk, and decreased compliance costs.

• Develop business cases to assist champions in securing budget approvals.

• Acquire an in-depth understanding of Vanta's platform and stay updated with new products, frameworks, and use cases.

• Collaborate with Solutions Engineers, Value Engineers, GRC specialists, Channel, Deal Desk, and Legal teams.

• Keep an accurate and healthy pipeline while reliably forecasting against monthly and quarterly goals.

• Share customer feedback with the Product team and ensure a smooth transition to Customer Success.

⛳️ Requirements

• A minimum of 5 years of quota-carrying sales experience, including at least 3 years in B2B SaaS.

• Proven history of surpassing sales quotas in dynamic and competitive settings.

• Over 3 years of experience in acquiring new customers within the 51-1000 employee range.

• Demonstrated ability to establish a qualified pipeline and acquire new customers through personal outreach efforts.

• Technical aptitude and a willingness to learn complex products, alongside the capability to lead in-depth discovery sessions.

• Comfort in leading consultative sales involving multiple stakeholders, particularly in the context of selling intricate solutions.

• Resourceful and resilient, with a strong inclination towards action, ownership, urgency, and follow-through.

• Must possess authorization to work in the U.S. without current or future employer sponsorship.

• Utilizes AI in everyday tasks to enhance skills and improve outcomes, demonstrating sound judgment and maintaining a high quality standard.

🏝️ Benefits

• Equity

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans.

• 16 weeks of paid Parental Leave for all new parents.

• Health & wellness stipend.

• Remote workspace, internet, and cellphone stipend.

• Commuter benefits for team members who work from the SF and NYC offices.

• Family planning benefits.

• Matching 401(k) contribution with immediate vesting.

• Flexible PTO policy.

• 80 hours of Sick Time.

• 11 company-paid holidays.

• Virtual team-building activities, lunch and learns, and various company-wide events.