Director, Sales (SMB & Mid-Market) - Vanta

At Vanta, our mission is to secure the internet and protect consumer data. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

We are seeking an experienced Senior Director of Sales to drive new business acquisition across SMB (20-200 employees) and VSB (1-20 employees) segments in North America. This leader will oversee Vanta’s Velocity and SMB sales teams, responsible for a significant portion of our quarterly new business.

You’ll lead, develop, and scale a team of ~5 Front Line Managers and over 30 Account Executives, consistently meeting monthly, quarterly, and annual revenue targets. In this role, you’ll have a direct impact on near-term outcomes at a high-growth company, while influencing how we build and support our customers' future success.

In this role, you’ll report directly to Vanta’s VP of Sales and Partnerships, while collaborating with key leaders such as the VP of Growth, Director of Global Sales Development, and Head of Revenue Operations.

What you’ll do as Head of Sales (SMB & VSB) at Vanta:

• Lead, coach and scale a team of Sales Managers and their teams of Account Executives
• Deliver against a series of monthly and quarterly revenue and pipeline generation goals
• Assist your team throughout our value-driven sales process by deeply understanding customers' requirements and showcasing value via Vanta
• Drive sales performance: activity, pipelines, weekly forecasts, and closed-deals to ensure quota attainment
• Regularly report on team and individual results through pipeline management, forecasting and strategic initiative reporting
• Define the forward-looking strategy for our SMB and VSB sales approach, identify areas of opportunity and make recommendations for improvement in the areas of process, efficiency and productivity
• Partner with cross-functional teams in Go to Market and Engineering & Product Development to refine and mature the customer experience
• Advance the skills and careers of our managers and individual contributors
• Represent the business and the leadership team to customers

How to be successful in this role:

• Rigorous command of the key metrics of the business
• Reliable, consistent forecasting
• Master of sales process in high velocity orgs (deal cycles less than 6 months)
• Mastery of coaching to value-based selling methodology (such as Command of the Message)
• A high bar for inspection, evolution, and execution in the business
• Succinct, concise, and compelling written and verbal communication
• Impeccable cross-functional partnerships
• Understanding of how to leverage GTM resources including Enablement and Revenue Operations to further the work of the team
• Strong eye for talent, both in hiring and in advancing the careers of Vanta’ns
• Independent operator, capable of leading a team in a rapidly changing hyper growth environment

What you can expect as a Vantan:

• Industry-competitive 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
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 9 paid holidays in the US
• Offices in SF, NYC, Dublin, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below. The salary or OTE range for this position is $340,000 - $400,000. This role may also be eligible for commissions/bonus, equity, medical benefits, 401(k) plan, and other company perk programs.

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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. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check—is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust—all in a way that's real-time and transparent.