Senior Sales Manager, Upmarket (TOLA or Central)

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Requirements:

• 5+ years of experience selling B2B SaaS into Mid-Market and Enterprise segments, with 2-3+ years in a leadership or management role.
• Demonstrated track record of consistently meeting or exceeding sales quotas.
• Strong executive presence with excellent communication skills and the ability to establish and nurture C-level relationships.
• Proven success in closing complex, competitive six-figure deals.
• Ability to manage intricate sales cycles involving named accounts, ideally organizations with over 2,000 employees.
• Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities with technical stakeholders.
• Empathy-driven leadership style focused on consultative selling, long-term customer success, and team development.
• A growth-oriented mindset, proactively seeking opportunities for continuous improvement and professional development.
• Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data.

Responsibilities:

• Lead, mentor, and coach a team of high-performing Upmarket Account Executives, equipping them with the tools and guidance to achieve ambitious goals.
• Drive new business growth through strategic selling and proactive territory management.
• Develop clear business plans and identify necessary resources to effectively close new business.
• Provide accurate forecasting and reporting on sales performance, ensuring transparency and accountability.
• Clearly communicate strategic initiatives internally and externally, presenting effectively to various stakeholders.
• Understand and map out prospect buying processes, guiding buyers through complex deals and identifying key decision-makers and influencers.
• Continuously evolve Vanta’s sales strategy by introducing new initiatives, tactics, and solutions to increase deal sizes, resolve complex customer challenges, and drive overall revenue growth.
• Actively contribute to growing Vanta’s sales team through recruiting, onboarding, and training new Account Executives.
• Foster an inclusive and supportive sales culture aligned with Vanta’s core values.
• Leverage the MEDDPICC/Force Management methodology to ensure disciplined, metric-driven sales processes.
• Maintain a strong understanding of industry trends, competition, and technical aspects of our products.