Vanta
Senior Account Executive, SMB
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
We're scaling our Sales team with customer-focused Senior Account Executives who will take ownership of their entire sales cycle, help to build our sales motion as we move up market, and distinguish Vanta as best-in-class to prospects in a burgeoning competitive landscape. At Vanta, our mission is to secure the internet and protect consumer data. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. Vanta is growing quickly, we're profitable, and we're continually outpacing our growth targets while maintaining very strong NPS scores. Our Sales team is leading the charge in exceeding our revenue goals and growing our market share as the industry leader in compliance and security. If this sounds like you, and you're excited to join a growing sales team, we'd love to hear from you. What you’ll do as an AE at Vanta:
- Identify high-potential business verticals to develop and execute outbound strategies to engage them with Vanta and help generate top of funnel
- Turn our inbound demand into closed-new business and happy Vanta customers
- Manage our sales pipeline, improving and maturing our sales process and playbook
- Define and communicate the specific benefits of Vanta appropriate for each customer, including making sales materials and demos
- Collect insights from prospects for our product development process
How to be successful in this role:
- Have had a closing and quota-carrying role 4+ years, while consistently exceeding monthly and quarterly sales targets
- Be experienced in B2B SaaS, preferably in SMB and Mid-Market
- Be highly empathetic to customers, with a proven track record of long-term customer retention
- Possess the technical competency to understand Vanta’s software and build great relationships with highly technical prospects
- Have stellar problem-solving chops, and an enthusiasm for making a large impact early on at a start-up
- This is a hybrid role (three days a week in office) based out of our Sydney office
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
- 💼
Sales Pipeline Management
Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities
- 🔋
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.