About Vanta
At Vanta, our mission is to help businesses earn and prove trust. We empower companies to monitor and verify security continuously, making compliance easier and more reliable. Our innovative Trust Management Platform is trusted by thousands of companies worldwide. Join a mission-driven, high-performing team dedicated to shaping the future of secure business operations.
Role Overview
We are seeking a Startups Sales Manager to lead and develop a high-performing team of Account Executives focused on early-stage startups and small businesses. In this role, you will collaborate with senior leadership and cross-functional partners—including product, marketing, and engineering—to scale Vanta’s presence and drive new business growth.
You will partner with founders and early operators to transform how they approach security and compliance, while directly shaping Vanta’s go-to-market strategy. This is an opportunity to join a proven, high-performing segment, building on strong momentum to drive further growth.
Key Responsibilities
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Lead, mentor, and coach a team of Account Executives to succeed in fast-paced, founder-led sales cycles.
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Drive new business growth through proactive prospecting, consultative selling, and ownership of the full sales cycle.
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Build and refine repeatable sales playbooks and processes for scalable growth.
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Manage accurate forecasting and pipeline visibility for leadership and investors.
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Partner with early customers to gather insights and influence Vanta’s product roadmap.
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Introduce new sales tactics and strategies to improve win rates and shorten cycles.
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Contribute to recruiting, onboarding, and training new Account Executives.
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Foster an inclusive, collaborative, and supportive sales culture aligned with Vanta’s core values.
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Maintain awareness of industry trends, competitors, and startup challenges.
Qualifications
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4+ years of experience selling B2B SaaS to startups or small businesses, with 1–2 years in a leadership or management role.
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Proven track record of meeting or exceeding sales quotas as an individual contributor and manager.
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Strong communication skills to build credibility and trust with founders and early-stage operators.
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Experience managing fast-paced, competitive sales cycles with resource-constrained buyers.
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Skilled in building and refining sales processes, playbooks, and growing teams from the ground up.
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Technical aptitude to understand and communicate Vanta’s software capabilities confidently.
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Empathy-driven leadership style focused on consultative selling and team development.
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Growth-oriented mindset and passion for continuous improvement.
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Alignment with Vanta’s mission of securing the internet and safeguarding customer data.
Compensation & Benefits
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Industry-competitive compensation
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100% covered medical, dental, and vision benefits (including dependents)
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16 weeks fully-paid parental leave for all new parents
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Health, wellness, and remote workplace stipends
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Family planning benefits through Carrot Fertility
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401(k) matching
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Flexible work hours and location
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Open PTO policy and 11 paid US holidays
Why Vanta
Founded in 2018, Vanta is the world’s leading Trust Management Platform, helping companies continuously monitor and prove their security. We are committed to building a diverse, inclusive workplace and welcome applicants of all backgrounds.