Sales Engineer, Expansion - APJ 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 Expansion Sales Engineer, you'll serve as a trusted technical voice, guiding customers toward clarity, feasibility, and alignment on the end-to-end solution. Working in partnership with the Account Management and Customer Success teams, you’ll provide technical expertise and custom-tailored solutions that ensure both renewals and increased product adoption. You will also serve as a bridge between our product development team and our customers, utilizing your strong communication skills to deliver pointed and actionable feedback that our product teams might use to ensure Vanta gets 1% better every day. This role will be based from our Sydney, Australia office with a hybrid working model. What you’ll do as a Sales Engineer, Expansion at Vanta: - Partner with Account Managers to identify, qualify and drive renewals and expansion opportunities - Build and maintain strong technical partnerships with our customers via engaging product demonstrations, trials, and other communications - Develop a trusted advisor relationship with key accounts, customer stakeholders, and executive sponsors that may lead to renewals, expansion, and advocacy - Influence Vanta’s strategy and product priorities to drive adoption and retention by being the voice of the customer - Develop a deep understanding of our product capabilities, integrations, configurations messaging, partner ecosystem, and competitive landscape - Cultivate an environment of teamwork, openness, creativity, and continuous improvement - Work cross-functionally to resolve customer business issues and work toward mutual goals - Develop processes and workflows that allow us to build and scale a best-in-class Solutions Engineering organization How to be successful in this role: - 3+ years of customer-facing, technical experience as a Solutions Engineer, Sales Engineer or equivalent title - You exhibit outstanding communication abilities and feel equally at ease when presenting to both individual contributors and decision-makers - You have a track record of working on multiple projects simultaneously, while operating independently to drive projects to completion - Hands-on experience with cloud platforms: AWS, Google Cloud, Microsoft Azure & Operating Systems (Windows, MacOS, Linux) and cloud application architecture - Strong project management skills with a proven ability to operate in a startup environment that lacks structure of a larger organization - You are creative, curious, technical, and naturally persuasive - You are detail-oriented and organized - You love listening to customers, discussing strategy with colleagues, but also diving into the weeds - You can interact with various titles and roles within an organization including the technical and security-minded, plus executives within large companies - Familiarity with REST API development and service integrations is a plus - Ideally has prior B2B SaaS experience - 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.