Account Executive, Commercial+ at Vanta

At Vanta, our mission is to help businesses earn and prove trust. 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.  As an Account Executive, Commercial+ at Vanta, you will have a unique opportunity to work side-by-side with our sales leadership, marketing, product and engineering teams as we expand our presence in the mid-market and enterprise segments. You’ll be part of pioneering our sales motion in these segments. You will have the opportunity to land strategic accounts across Australia, New Zealand, Singapore and the broader Asia-Pacific region. This is an exciting and massive opportunity to partner alongside some of the largest businesses globally and completely revolutionize the way their risk and compliance teams operate. Our Sales team is leading the charge in growing our market share as the industry leader in compliance automation and risk management. We’re looking for a passionate, driven seller who can help build our founding upmarket sales team in APAC. 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 Account Executive at Vanta: - 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 How to be successful in this role: - 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. What you can expect as a Vanta’n: - 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! - Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney #LI-hybrid At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply. About Vanta We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.  Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent. Referral Instructions If you are being referred for the role, please contact that person to apply on your behalf.