Director of Sales, Vanta
Commercial
$363-427k
+ Equity
More information about location
AI trust management platform
Open for applications
AI trust management platform
1001+ employees
Open for applications
$363-427k
+ Equity
More information about location
1001+ employees
Company mission
To help businesses earn and prove trust.
Role
Who you are
- 10+ years of customer-facing experience in SaaS sales, with at least 5+ years leading managers or second-line teams
- Proven track record of net-new logo acquisition and revenue growth in the North American Commercial or Enterprise segment
- Experience building or scaling a new GTM segment or motion from the ground up
- Strong executive presence with the ability to build trusted relationships with C-level buyers and influence at all levels
- Deep understanding of SaaS sales models, metrics, and pipeline management
- Familiarity with MEDDPICC, Command of the Message, or other structured sales methodologies (preferred)
- Analytical, data-driven, and operationally excellent leader who leverages insights to drive outcomes
- Collaborative and influential, with a track record of success working cross-functionally to achieve business goals
- Thrives in high-growth, dynamic environments and enjoys leading through change
- Passion for cybersecurity, compliance, and helping customers build trusted businesses
What the job involves
- As the Director of Sales, Commercial , you will lead the build-out of our Commercial segment in North America
- This is a greenfield opportunity: you’ll design and execute the go-to-market motion for net-new logo acquisition, hire and develop a high-performing team of managers and account executives, and define the playbooks, processes, and metrics needed to scale
- You will partner closely with Sales, Marketing, Product, Operations, Enablement, and Customer Success to position Vanta as the foundation of a modern GRC (Governance, Risk & Compliance) program
- As a second-line leader, you will drive strategy, process, and execution to consistently exceed ambitious new business targets
- Build a team culture of customer value, high performance, and accountability
- Hire and develop a team of expert Managers who can recruit, coach, and develop top AE talent to consistently achieve new logo goals
- Define and operationalize the GTM strategy for the Commercial segment, including segmentation, ICP, value proposition, buyer personas, and competitive positioning
- Design and implement repeatable playbooks for prospecting, qualification, discovery, value articulation, objection handling, and closing
- Deliver an accurate weekly forecast for new logo bookings and pipeline health
- Develop enablement programs that ensure your team is expert in Vanta’s products, our space, and the skills required for world-class AE performance
- Partner closely with cross-functional teams — including Revenue Operations, Product, Marketing, Sales, Recruiting, and Enablement — to represent your customers’ needs and achieve shared goals
- Own and analyze key KPIs such as pipeline coverage, win rates, ACV, sales velocity, and attainment; use data to guide decisions and drive performance
- Drive adoption of proven sales methodologies such as MEDDPICC and Command of the Message to build consistency and excellence across your team
- Represent Vanta at industry events and customer meetings across the region, evangelizing our mission and solutions
- Thrive in a fast-paced, startup environment and contribute to transformational change
- Travel approximately 20–30% of the time to engage with customers, partners, and internal teams
Our take
The security auditing process is usually very time-consuming, taking hours to complete, and it is often difficult for startups to invest time into such a process. Yet, the benefits of security accreditation are enormous, mainly as many such businesses are working globally and need ways to demonstrate security compliance to one another. Vanta works specifically with startups to help them complete and pass security audits such as SOC 2 and ISO 27001.
The company is a compliance portal and security monitoring platform that businesses use to assess their risk levels. Vanta carries out a pre-audit of a company's digital security and highlights areas that need to be worked on before a full analysis of all threats is carried out. Other businesses such as Datadog or PagerDuty offer similar security monitoring services, but Vanta monitors its customers throughout the year, allowing any issues to be identified and addressed early on.
Vanta's latest $150M raise, boosting its valuation to $4.15B, highlights the company's rapid growth and strong market position. With AI-driven automation, expanding government partnerships, and strategic acquisitions on the horizon, Vanta is scaling quickly while solving real customer problems. Backed by a talented leadership team and a growing customer base, the company looks set to continue its upward trajectory and build a lasting, sustainable business.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jul 2025
$150m
SERIES D
Jul 2024
$150m
SERIES C
Total funding: $500.2m
Company benefits
- Health & Wellness: Vanta values the health and well-being of our teammates and offers comprehensive medical, dental, and vision coverage for teammates and dependents. Vanta is excited to provide an additional range of benefits that holistically support your physical, emotional, and financial wellbeing
- Work Your Way: Enjoy a remote-first setup if you're in the US, or go hybrid at our international offices
- Paid Parental Leave: Industry competitive paid parental leave for all parents
- Time Away: Industry competitive and generous PTO policy
- 401K Plan: 401k matching contribution plan
Company HQ
Civic Center, San Francisco, CA
Leadership
Christina Cacioppo
(Founder & CEO)Prior to co-founding Vanta in 2017, Christina worked in Product Management for Dropbox. She was also a Professor at the School of Visual Arts and worked on the Investment Team at Union Square Ventures.
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