Senior Revenue Excellence Manager

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

📋 Description

• Take ownership of and enhance Vanta’s core sales methodology to ensure a uniform and scalable strategy for how revenue teams interact with prospects and customers across all segments and motions.

• Establish and document Vanta’s team selling model, creating explicit standards and practices for collaboration among pre-sales, sales, and post-sales teams to acquire and retain customers.

• Create and uphold Rules of Engagement within the sales team, clarifying roles, responsibilities, and decision-making authority across various functions and segments.

• Design and implement seamless pre-to-post sales handoff processes that minimize churn risk and guarantee customers receive a consistent, high-quality experience from initial contact to expansion.

• Continuously map and enhance the comprehensive customer journey, pinpointing gaps and critical moments throughout the revenue lifecycle and initiating programs to address them.

• Define, document, and sustain Vanta’s sales process, converting strategy into repeatable, structured frameworks that empower sellers at all levels to execute with assurance.

• Mentor and develop revenue leaders to bring these concepts to life within their teams, fostering the capability, confidence, and habits necessary to model and reinforce appropriate behaviors throughout the organization.

• Collaborate with Revenue Enablement leadership and cross-functional stakeholders to identify and implement the most impactful revenue excellence initiatives within the GTM organization.

• Act as a thought leader and subject matter expert, guiding the evolution of Vanta’s revenue operating model as the business grows.

⛳️ Requirements

• Possess over 10 years of experience in revenue enablement, sales strategy, or a related field, with a proven ability to influence how a revenue organization functions at scale.

• In-depth knowledge of sales methodologies, including frameworks such as MEDDPICC, Command of the Message, or similar approaches, along with the capability to evaluate, adapt, and implement the appropriate model for various business contexts.

• Demonstrated experience in developing team selling frameworks, Rules of Engagement, and pre-to-post sales handoff processes within complex, cross-functional revenue organizations.

• Ability to operate strategically and operationally — adept at defining high-level frameworks and translating them into structured, actionable processes that can be embraced by a large team.

• Strong cross-functional influencer with a history of fostering alignment across sales, post-sales, revenue operations, and enablement without direct management authority.

• Experienced in coaching and developing revenue leaders, capable of translating intricate frameworks into actionable behaviors and ensuring accountability for adherence at the leadership level.

• Proven track record of generating measurable impact through program design, process development, and managing organizational change.

• Outstanding written and verbal communication skills, with the ability to simplify complex frameworks for executive audiences and encourage adoption across a distributed, high-performing revenue team.

• Must be authorized to work in the U.S. without requiring current or future employer sponsorship.

• Willing to leverage AI to enhance skills and strengthen work, demonstrating curiosity, eagerness to learn, and sound judgment in responsibly applying AI to increase efficiency and impact.

🏝️ Benefits

• Competitive salary and equity package.

• Comprehensive medical, dental, and vision insurance, with 100% coverage for employee-only premiums under most medical plans.

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

• Health & wellness stipend.

• Stipend for remote workspace, internet, and cellphone expenses.

• Commuter benefits for team members reporting to the SF and NYC offices.

• Family planning benefits.

• Matching 401(k) contributions with immediate vesting.

• Flexible PTO policy, along with 80 hours of Sick Time.

• 11 company-paid holidays.

• Virtual team-building activities, lunch and learns, and other company-wide events!