Enterprise Account Executive
We’re seeking an Enterprise Account Executive to own Vanta’s relationships with a portfolio of Enterprise customers and prospects across North America. In this hybrid land-and-expand role, you’ll win net-new logos while growing existing customers through whitespace analysis, cross-selling, executive alignment, and expansion into new products, teams, business units, and use cases.
You’ll join a team building and scaling Vanta’s Enterprise motion and help shape our strategy and execution. This role is for a seller equally confident navigating complex deals independently and collaborating with Product, Engineering, and our channel partners, driving full-cycle deals from prospecting through close, both directly and through partners.
At Vanta, our mission is to help businesses earn and prove trust. We believe security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. The ideal candidate brings prior security or adjacent domain experience.
We’re growing quickly, continually outpacing our targets and leading the market in compliance and security. If you’re excited to drive strategic, high-value deals in a fast-paced, high-growth environment, we’d love to hear from you.
What You’ll Do
- Own the strategy for a portfolio of existing Enterprise customers and greenfield prospects.
- Win net-new logos by generating your own pipeline through outbound prospecting and account-based research, in partnership with SDR, Channel, and CS.
- Architect strategic account plans that map the path to expansion, cross-selling into new products, teams, business units, and use cases.
- Source and close enterprise expansion opportunities, leveraging a variety of sales plays and account-based research.
- Engage directly with senior stakeholders (CISOs, CIOs, CTOs) to deliver tailored, consultative value propositions.
- Build executive relationships and lead regular account reviews for your top strategic accounts.
- Lead complex, multi-stakeholder deals from first outreach through close.
- Partner with Customer Success to drive adoption and align on expectations during onboarding.
- Champion the enterprise customer voice with Product and Engineering to help prioritize the roadmap.
- Collaborate closely with Legal, Product, Engineering, Solutions Engineers, and GRC specialists throughout the deal cycle.
- Forecast with precision and deliver consistently against quota.
What Makes You a Great Fit
- 7+ years in a closing Account Executive role, including at least 5 years selling software into the Enterprise.
- Proven track record of meeting or exceeding an annual quota of $1.5M+ ARR across both new-logo acquisition and expansion of existing customers.
- Experience managing multiple six-figure deals simultaneously and closing seven-figure deals, ideally with Fortune 500 companies.
- A hunter at heart: landing net-new logos is a core strength, paired with a genuine desire to grow and expand existing accounts.
- Strong account planning discipline and experience running strategic business reviews.
- Executive presence to lead C-level value conversations in large enterprises.
- Experience selling a complex, multi-product portfolio in cybersecurity, IT, or high tech.
- Expertise in MEDDPICC and Command of the Message.
- Highly consultative, with a customer-first mindset and a track record of long-term value delivery.
- Technically conversant and credible with security and IT leaders.
- Thrives in hypergrowth and ambiguity.
- Passion for Vanta’s mission to secure and protect customer data.
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!
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.
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