Vanta
Senior Manager, Mid-Market Sales - APAC
To protect consumer data and restore trust in internet businesses
Sales and customer success
Full-time
Office | Sydney, NSW, Australia
Visa sponsorship · No
Senior · A role for someone with advanced knowledge and skills. May involve mentoring, leading others or specialisation. Typically at least 5 years of experience.
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Why Vanta
We started Vanta in 2016 as Equifax had lost every American's social security number, Home Depot had leaked its customers' credit card numbers to hackers, and Facebook admitted that it irresponsibly sent user data to third parties who tried to influence the US election. It was clear that security and privacy had become mainstream issues, and that we all increasingly relied on cloud services to store everything from our personal photos to our communications at work.
Vanta's mission is to be the layer of trust on top of these services, and to secure the internet, increase trust in software companies, and keep consumer data safe.
We do this by building an automated head of security for technology companies, and we use that system to both help a company secure itself and to prove their security to others.
If we succeed in our mission, it should feel irresponsible for users to put data into a product that isn't certified by Vanta, and irresponsible for companies to collect data without using Vanta to secure and monitor themselves.
About the role
As a Senior Manager, Mid-Market Sales at Vanta for the APAC region, you will lead a sales team focused on customers in the Mid-Market and Enterprise segments. You’ll be asked to drive significant growth through innovative, value-based selling strategies and strong leadership of a team of Account Executives. This role demands a high-energy, strategic leader ready to foster a dynamic environment and scale our impact in the market.
What you’ll do as a Senior Manager, Mid-Market Sales, APAC at Vanta:
- Team Leadership and Development: Build, hire, and lead a team of experienced Account Executives, cultivating a culture of success and continuous improvement through your coaching. Your leadership will guide the team through fast-paced sales cycles and ambitious growth targets.
- Strategic Sales Initiatives: Develop and refine effective sales strategies that maximize our market presence and revenue growth. Focus on creating a balanced approach to inbound and outbound sales activities, ensuring the team excels in both.
- Performance Management: Analyze sales data and team performance metrics to identify opportunities for improvement. Implement actionable insights to enhance sales tactics and team productivity, leveraging coaching frameworks to work side by side with your team members.
- Cross-Functional Collaboration: Work closely with marketing, product, and customer success teams to align strategies that enhance customer engagement and drive sales.
How to be successful in this role:
- Location: Located in Sydney, Australia and ability to commute into the office 3x a week.
- Proven Experience: At least 3+ years of experience managing sales teams in a SaaS company.
- Hands-On Leadership Style: Demonstrated ability to coach and develop your team through direct involvement in sales activities, including joint calls and co-selling, to ensure team members meet their potential.
- Analytical and Strategic Mindset: Highly analytical, you leverage data to make informed decisions, adapting quickly to capitalize on new opportunities.
- Value Selling Focus: Exposure to value-based selling methodologies and the MEDDPICC discovery framework used in multi-stakeholder environments.
- Independent and Creative Problem-Solver: As a self-starter comfortable in autonomous roles, you excel in environments filled with ambiguity and are skilled at independently overcoming challenges and finding creative solutions.
- Robust Communication Skills: Your ability to communicate effectively across all levels of the organization will be key in fostering a collaborative team environment and ensuring alignment with company goals
- Scaling Outbound: Experience supporting a sales team in building outbound pipeline at scale.
What you can expect as a Vantan:
- 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!
What you'll be responsible for
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Outbound Prospecting
Generate new sales opportunities and move them through the funnel by drafting outreach messages and sequences, and identifying the needs of customers
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Sales Pipeline Management
Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities
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Sales Team Enablement
Identify opportunities to enhance processes and resources that enable team performance and time spent with prospects or customers
Skills you'll need
- 📊
Results orientation
Focuses on outcomes and the steps it takes to achieve them
- 💭
Critical thinking
Identifies and synthesizes patterns and trends amongst various sources of information to reach a meaningful conclusion, perspective or insight
- 💡
Problem solving
Identifies problems and develops logical solutions that address the problems
Meet the team
Our MO is to find, engage, and consult customers on the best compliance strategy for their business, and to showcase Vanta’s unique approach to automating different security standards.
We are excited to introduce a way to prove continuous security, without derailing business goals or budgets. It’s fun to be on sales calls and see the relief wash over a person’s face when they realize they don’t have to do this alone.