Vanta is hiring a Strategic Account Executive - West to drive expansion within our Strategic (10K+ FTE) segment. You will lead full-cycle enterprise engagements from outbound prospecting to close and early expansion, shaping how Vanta delivers value to the world's largest and most security-conscious organizations.
What You'll Do
- 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 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.
What We're Looking For
- 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).
- 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.
Nice to Have
- Recent experience selling into security, compliance, infrastructure, or IT operations verticals.
Team & Environment
You will collaborate closely with cross-functional partners in Product, Solutions, Marketing, Legal, and Customer Success.
Benefits & Compensation
- 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
Work Mode
This role is remote and open to candidates in SF, NYC, London, Dublin, or Sydney.
At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class.
