Specialty Account Executive

• Partner with Core AEs to support deals involving TPRM and emerging products, from early discovery through close
• Lead and support deep discovery conversations, helping uncover risk, compliance, and third-party management use cases
• Deliver high-quality, end-to-end product demos of TPRM and related products, confidently handling lightly technical questions without needing a Solutions Engineer
• Act as a deal accelerator: jump in wherever needed to keep momentum high (customer calls, follow-ups, Looms, exec alignment, on-site travel, etc.)
• Help shape deal strategy by identifying blockers, risks, and paths to close
• Provide real-time feedback to Product and Enablement based on customer conversations and deal learnings
• Support the evolution of Vanta’s specialty selling motion as TPRM and emerging products mature in-market

• 8+ years of experience selling B2B SaaS, ideally in upmarket environments
• A proven team seller who thrives in collaborative, multi-threaded deals
• Strong product and technical aptitude, comfortable demoing products flawlessly and speaking confidently about workflows, integrations, and common use cases
• Excellent discovery skills and the ability to guide customers through complex buying decisions
• A bias toward action and ownership, willing to do what’s required to move deals forward, even when it’s unglamorous
• Experience selling to Security, Risk, Compliance, GRC, or adjacent personas is a strong plus
• Comfortable operating in ambiguity as products, messaging, and sales motions continue to evolve
• 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

Experience selling to Security, Risk, Compliance, GRC, or adjacent personas

• Industry-competitive salary and equity
• Healthcare stipend towards health insurance for you and your dependents
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who attend the office
• 20 days of Annual Leave per year
• 9 company-paid holidays
• Virtual team building activities, lunch and learns, and other company-wide events