Senior Revenue Excellence Manager

What you’ll do as a Senior Revenue Excellence Manager at Vanta:

• Own and evolve Vanta’s core sales methodology, ensuring a consistent, scalable approach to how revenue teams engage with prospects and customers across every segment and motion.
• Define and codify Vanta’s team selling model, establishing clear norms and practices for how pre-sales, sales, and post-sales teams collaborate to win and retain customers.
• Develop and maintain Rules of Engagement across the selling team, providing clarity on roles, responsibilities, and decision rights across functions and segments.
• Design and operationalize pre-to-post sales handoff processes that create seamless transitions, reduce churn risk, and ensure customers experience a consistent, high-quality journey from first touch to expansion.
• Map and continuously refine the end-to-end customer journey, identifying gaps and high-impact moments across the revenue lifecycle and driving programs to address them.
• Define, document, and maintain Vanta’s sales process, translating strategy into repeatable, structured frameworks that enable sellers at every level to execute with confidence.
• Coach and develop revenue leaders to bring these concepts to life within their teams — building the capability, confidence, and habits needed to model and reinforce the right behaviors across the organization.
• Partner with Revenue Enablement leadership and cross-functional stakeholders to prioritize and drive the most impactful revenue excellence initiatives across the GTM organization.
• Serve as a thought leader and subject matter expert, informing how Vanta’s revenue operating model evolves as the business scales.

How to be successful in this role:

• 10+ years of experience in revenue enablement, sales strategy, or a closely related field, with a demonstrated ability to shape how a revenue organization operates at scale.
• Deep expertise in sales methodology — including frameworks such as MEDDPICC, Command of the Message, or similar approaches — and the ability to assess, adapt, and implement the right model for a given business context.
• Proven experience developing team selling frameworks, Rules of Engagement, and pre-to-post sales handoff processes across complex, cross-functional revenue organizations.
• Ability to operate at both the strategic and operational level — comfortable defining high-level frameworks and translating them into structured, actionable processes that get adopted across a large team.
• Strong cross-functional influencer with a track record of building alignment across sales, post-sales, revenue operations, and enablement without direct management authority.
• Experience coaching and developing revenue leaders, with the ability to translate complex frameworks into tangible behaviors and create accountability for adoption at the leadership level.
• Track record of driving measurable impact through program design, process development, and organizational change management.
• Exceptional written and verbal communication skills, with the ability to distill complex frameworks for executive audiences and drive adoption across a distributed, high-performing revenue team.
• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
• 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
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting
• Flexible PTO policy, plus 80 hours of Sick Time
• 11 company-paid holidays
• Virtual team building activities, lunch and learns, and other company-wide events!