Own and drive net-new business acquisition within the Enterprise and Mid-Market segments
Close 5+ six-figure opportunities per quarter, managing the full sales cycle from initial outreach through contract execution
Build and maintain a strong pipeline through outbound prospecting, inbound leads, and partner/channel collaboration
Engage directly with senior stakeholders (CISO, CIO, CTO) to deliver tailored, consultative value propositions
Work closely with legal, product, engineering, solution engineers, and GRC specialists throughout the deal cycle
Leverage and contribute to building the upmarket playbook, refining our GTM approach as we scale
Provide accurate forecasts and deliver consistently against quota

5+ years in a closing Account Executive role, with at least 4 years selling Upmarket B2B SaaS
Proven ability to consistently meet/exceed quota, including managing 5+ six-figure deals per quarter
Strong outbound prospecting skills and ability to independently build a robust pipeline
Experience managing complex, multi-stakeholder sales cycles
Executive presence with the ability to engage and influence C-level buyers
Experience working both direct and via channel partners
Technically conversant enough to build credibility with security and IT leaders
Highly consultative with a customer-first mindset and a track record of long-term value delivery
Comfortable operating in fast-paced, high-growth environments
Aligned with Vanta’s mission to secure and protect customer data
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

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!

Account Executive, Commercial

Key skills