Account Executive, Early Stage
Own the full sales cycle for early-stage B2B SaaS customers in a high-volume, transactional environment, from prospecting and discovery through negotiation and close. The role requires at least 12 months of quota-carrying closing experience, strong customer empathy, and comfort working with technical buyers.
About the job
Responsibilities
- Identify high-potential business verticals and execute outbound strategies to engage them with Vanta.
- Manage the full sales cycle from initial contact through contract negotiation and closing, aiming to close deals within 30 days.
- Convert inbound demand into closed-won business quickly and consistently across a large prospect volume.
- Run discovery calls and manage a broad pipeline in a fast-paced, transactional sales environment.
- Optimize sales workflows to maintain high activity, improve conversion, and deliver repeatable results.
- Communicate Vanta’s value to prospects by tailoring sales materials and demos for early-stage startup buyers.
- Surface prospect feedback and trends to inform go-to-market and product development strategies.
Requirements
- 12+ months of experience in a closing, quota-carrying role with consistent overachievement of monthly and quarterly sales targets.
- B2B SaaS experience, ideally serving SMB or early-stage startups.
- Ability to thrive in high-velocity, transactional sales environments.
- Strong customer empathy and a record of long-term customer retention.
- Technical competency sufficient to understand Vanta’s software and build relationships with technical prospects.
- Strong problem-solving skills and enthusiasm for making an early impact at a startup.
- Intrinsically motivated, proactive, resourceful, and comfortable taking initiative.
- Willingness to use AI responsibly to improve efficiency and impact.
Compensation & Benefits
- Industry-competitive salary and equity.
- Comprehensive medical, dental, and vision coverage, with employee-only premiums covered for most medical plans.
- 16 weeks of fully paid parental leave for all new parents.
- Health and wellness stipend.
- Remote workspace, internet, and cellphone stipend.
- Commuter benefits.
- Family planning benefits.
- Matching 401(k) contribution with immediate vesting.
- Flexible paid time off and 80 hours of sick time.
- 11 company-paid holidays.
- Virtual team-building activities, lunch-and-learns, and company-wide events.
Skills
B2B SaaS, Outbound Sales, Inbound Sales, Sales Development, Discovery Calls, Pipeline Management, Contract Negotiation, Sales Presentations, Product Demos, Customer Retention, Artificial Intelligence
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