Strategic Account Executive - West

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. 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. 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.

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. Architect strategic territory and account plans. Collaborate cross-functionally with Product, Legal, and Customer Success to deliver tailored solutions. Accurately forecast pipeline, manage deal velocity, and deliver against multi-million dollar quotas. Champion the enterprise customer voice internally, influencing roadmap priorities. Act as a trusted advisor to customers, guiding them through maturity in compliance, security operations, and risk management.