Account Executive

Responsibilities

• Own the sales pipeline by identifying, researching, and prioritizing high-potential accounts and verticals.
• Build a consistent outbound motion to create new opportunities.
• Run a structured, world-class sales process, including deep qualification, accurate forecasting, and deal progression using MEDDPICC or a similar methodology.
• Educate prospects on the business impact of Vanta, deliver compelling demos, and tailor solution recommendations to customer goals.
• Engage founders, CEOs, and technical leaders with executive presence, translating complex compliance and security concepts into clear business value.
• Seek feedback and coaching, and contribute to team playbooks, messaging, and outbound best practices.
• Operate with urgency, ownership, autonomy, and initiative in a fast-moving environment.
• Explore partnership opportunities, represent Vanta at industry events, and support expansion in new and existing markets.
• Collaborate with SDRs, marketing, legal, and Solutions Engineers to develop and win deals.

Requirements

• 3+ years of closing experience.
• Previous closing and quota-carrying experience with a record of consistently exceeding monthly and quarterly sales targets.
• Experience in B2B SaaS, preferably serving SMB and mid-market customers.
• Strong curiosity and customer understanding.
• Technical competency to understand Vanta’s software and build relationships with technical prospects.
• Stellar problem-solving skills and enthusiasm for making an early impact at a startup.
• Entrepreneurial spirit, initiative, and autonomy.
• Willingness to use AI responsibly to improve efficiency and impact.

Compensation and Benefits

• Industry-competitive salary and equity.
• 100% covered medical, dental, and vision benefits, including dependent coverage.
• 16 weeks of paid parental leave for all new parents.
• Health and wellness stipend.
• Remote workspace, internet, and mobile phone stipends.
• Commuter benefits for team members who attend the office.
• Pension matching.
• 25 days of annual leave per year and unlimited sick time.
• 8 company-paid holidays.
• Virtual team-building activities, lunch-and-learns, and company-wide events.