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Vanta is seeking an experienced Director of Enterprise Sales to lead new business acquisition across EMEA. The company is investing aggressively to capture the Enterprise opportunity and is moving upmarket rapidly. This is a builder role focused on creating an Enterprise sales playbook from the ground up rather than inheriting an existing one.
Key Responsibilities:
- Define and build the Enterprise motion in EMEA by setting a multi-year vision aligned to GTM objectives, creating playbooks, processes, and deal strategy, and evolving them as the market shifts
- Own the EMEA Enterprise number, driving pipeline generation, win rate, average deal size, sales cycle length, and quota attainment
- Get hands-on in the team's most strategic deals, joining customer conversations, coaching in real-time, and helping close deals that set the standard for Enterprise at Vanta
- Hire, mentor, and develop Managers and Account Executives as the team scales, creating clear career paths into Enterprise and leadership roles
- Deliver accurate weekly forecasts and build inspection cadence, deal reviews, and pipeline hygiene that make forecasts trustworthy
- Partner with senior sales leadership, marketing, RevOps, product marketing, partnerships, and enablement to align the region around a unified GTM strategy
- Bring the voice of the EMEA Enterprise buyer back into the business, influencing product priorities, pricing, packaging, and regional investment
- Represent Vanta at industry events and customer meetings across the region
Vanta is a Trust Management Platform company founded in 2018 that helps businesses earn and prove trust through continuous security monitoring and verification. The company serves thousands of customers and is backed by Series D funding.
The role requires a hybrid schedule with 3 days per week in the London office. Vanta offers competitive salary and equity, comprehensive benefits including medical/dental/vision coverage, 16 weeks paid parental leave, health and wellness stipends, remote workspace stipends, commuter benefits, pension matching, 25 days annual leave, unlimited sick time, and 8 company-paid holidays.
Requirements:
- Proven, repeated track record as a builder: creating Enterprise playbooks from scratch rather than inheriting them, and taking a company or region upmarket from mid-market roots
- Experience leading frontline sales leaders at a SaaS company
- Consistent record of achieving and exceeding Enterprise new business targets across multiple EMEA markets, with understanding of how buying behavior, procurement, and security review differ across the region
- Comfort operating across a broad segment, from high-volume mid-sized deals through large, complex, multi-stakeholder enterprise deals
- Mastery of value-based selling methodology (such as Command of the Message) and ability to coach it
- Rigorous command of key business metrics: uses data to diagnose issues, prioritize investment, forecast accurately, and build business cases that influence executive stakeholders
- Strong executive presence: builds credible relationships with CISOs, CIOs, and other senior buyers; communicates strategy, performance, and investment plans to senior leadership with clarity
- Strong eye for talent in hiring and advancing careers
- Comfort with ambiguity and ability to create clarity for a team during rapid growth and change
- Enthusiasm for cybersecurity and helping customers build trusted businesses
- Open to using AI to amplify skills and strengthen work, demonstrating curiosity, willingness to learn, and sound judgment in applying AI responsibly
