Strategic Account Executive

• Own and grow Vanta’s most strategic accounts, managing full-cycle sales from pipeline generation to close and expansion
• Build and execute tailored account strategies across 10K+ FTE enterprises, driving both net-new logos and strategic expansion
• Lead complex, multi-stakeholder sales cycles, engaging directly with CISOs, CIOs, CTOs, and procurement teams to align on business outcomes
• Architect strategic territory and account plans, leveraging internal partners (SDRs, Marketing, Solutions, Execs) to activate enterprise demand
• Collaborate cross-functionally with Product, Legal, and Customer Success to deliver tailored solutions that drive measurable outcomes
• Execute with precision and predictability — accurately forecast pipeline, manage deal velocity, and deliver consistently against multi-million dollar quotas
• Champion the enterprise customer voice internally, influencing roadmap priorities and shaping how Vanta evolves for the strategic segment
• Act as a trusted advisor to customers, guiding them through maturity in compliance, security operations, and risk management

• 7+ years of experience in Enterprise or Strategic Account Executive roles within B2B SaaS, consistently exceeding quota
• Proven success driving complex, multi-stakeholder deals ($100K–$1M+ ACV) with extended sales cycles (120+ days)
• Recent experience selling into security, compliance, infrastructure, or IT operations verticals preferred
• Strong ability to prospect and build pipeline independently, balancing outbound discipline with executive relationship building
• Expertise in running structured enterprise sales methodologies (MEDDPICC, Command of the Message, Challenger, etc.)
• Demonstrated skill in navigating C-suite relationships, including CIOs, CISOs, and CTOs, and leading multi-functional deal teams
• Executive presence — polished communicator with the ability to distill complex technical concepts into business outcomes
• Experience partnering across the business (CS, Marketing, Product, Solutions) to drive customer impact and revenue growth
• Technically conversant and credible with security and engineering leaders
• able to translate customer pain into product value
• Passion for Vanta’s mission — helping businesses earn and prove trust while raising the bar for security across the internet
• 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

Recent experience selling into security, compliance, infrastructure, or IT operations verticals

• Offers Equity
• medical benefits
• 401(k) plan
• other company perk programs
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks fully-paid parental Leave for all new parents
• Health & wellness and remote workplace stipends
• Family planning benefits
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 11 paid holidays in the US