Strategic Account Executive - West

At Vanta, our mission is to help businesses earn and prove trust. 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’re scaling rapidly, leading the market in trust management, compliance automation, and continuous monitoring. Our platform helps thousands of companies improve security, streamline audits, and accelerate go-to-market cycles.

As we move upmarket, we’re building a team of Strategic Account Executives to lead Vanta’s growth across the most complex and valuable enterprise customers in the world.

We are seeking an accomplished and visionary Strategic Account Executive to join our Upmarket team and drive expansion within Vanta’s Strategic (10K+ FTE) segment. In this expert-level role, you’ll lead full-cycle enterprise engagements — from outbound prospecting to close and early expansion — shaping how Vanta delivers value to the world’s largest and most security-conscious organizations.

This role is ideal for a seller who combines deep enterprise sales experience with curiosity, discipline, and a passion for helping customers modernize their security and compliance programs. You’ll operate with a high degree of autonomy, manage a focused book of strategic accounts, and help define how Vanta wins at the enterprise level.

You’ll collaborate closely with cross-functional partners in Product, Solutions, Marketing, Legal, and Customer Success to ensure every deal sets the foundation for long-term success.

• 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 to align on business outcomes.
• Architect strategic territory and account plans, leveraging internal partners (SDRs, Marketing, Solutions, Execs) to activate enterprise demand.
• Collaborate cross-functionally with Product, Legal, and Customer Success to deliver tailored solutions that drive measurable outcomes.
• Execute with precision and predictability — accurately forecast pipeline, manage deal velocity, and deliver consistently against multi-million dollar quotas.
• Champion the enterprise customer voice internally, influencing roadmap priorities and shaping how Vanta evolves for the strategic segment.
• Act as a trusted advisor to customers, guiding them through maturity in compliance, security operations, and risk management.

• 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, balancing outbound discipline with executive relationship building.
• 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, and leading multi-functional deal teams.
• 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; able to translate customer pain into product value.
• Passion for Vanta’s mission — helping businesses earn and prove trust while raising the bar for security across the internet.

• Join one of the fastest-growing SaaS companies defining the Trust Management category.
• Partner with some of…