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Vanta is a Series D trust management platform helping businesses earn and prove security compliance continuously. As Sales Manager for the Early Stage segment, you will build and lead a high-performing team of Account Executives focused on early-stage and small business customers in North America.
The Early Stage segment is Vanta's top-performing team, with fully ramped reps averaging 145% quota attainment and the segment closing at 119% of target last period. You'll step into a proven, high-momentum business with clear room to scale further.
Key responsibilities include:
- Lead, mentor, and coach a small team of Account Executives through founder-led sales cycles
- Drive new business growth through proactive prospecting and consultative selling across the full sales cycle
- Build and refine repeatable sales playbooks and processes that scale with team growth
- Provide accurate forecasting and pipeline management for leadership and investors
- Partner with early customers to understand needs and influence product roadmap
- Evolve sales approach with new tactics to shorten cycles, improve win rates, and drive revenue
- Actively recruit, onboard, and train new Account Executives
- Foster an inclusive, supportive sales culture aligned with Vanta values
- Maintain strong understanding of industry trends and challenges facing scaling early-stage businesses
You'll collaborate closely with senior leadership and cross-functional partners in product, marketing, and engineering to expand Vanta's presence in the small business segment and shape go-to-market strategy.
Requirements:
- 4+ years selling B2B SaaS to early-stage and small businesses
- 1–2 years in a leadership or management role
- Demonstrated track record of consistently meeting or exceeding sales quotas as both individual contributor and leader
- Strong communication skills and ability to build trust with founders and early-stage operators
- Proven success managing fast-paced, competitive sales cycles with resource-constrained buyers
- Experience building or refining sales processes, playbooks, and teams from the ground up
- Technical aptitude to quickly understand and communicate software capabilities
- Empathy-driven leadership style focused on consultative selling, customer success, and team development
- Growth-oriented mindset with commitment to continuous improvement
- Passionate alignment with Vanta's mission of securing the internet and safeguarding customer data
- Open to using AI to amplify skills and strengthen work, demonstrating curiosity and sound judgment
