Director, Sales - Expansion

About the role

Vanta is a cybersecurity company that helps businesses prove their security continuously. The Director of Expansion Sales for the Upmarket segments will lead the build of the Commercial and Enterprise Account Management organization.

Responsibilities

• Build a team culture of customer value, high performance and accountability.
• Hire and develop a team of expert Managers that are able to recruit, coach and develop top talent and consistently achieve quota.
• Design the upmarket AM methodology including value delivery, expansion strategies and renewal motions.
• Define playbooks and coach your team to achieve KPIs including expansion pipeline generation, expansion win rate, gross retention rate and net retention rate across your portfolio of customers.
• Deliver an accurate weekly forecast for both retention and expansion performance.
• Drive adoption of key AM competencies including effective portfolio prioritization, account planning, renewal risk management and value-based customer expansion.
• Develop enablement programs that ensure your team members are experts in Vanta’s products, our space and AM sales skills.
• Partner closely with cross-functional teams including revenue operations, product, marketing, sales, recruiting and more to represent your customers’ needs and achieve your goals.
• Thrive in a fast paced startup environment and contribute to transformational change.
• Represent Vanta at industry events and customer meetings across the region.

Requirements

• 10+ years of customer facing experience, 5+ years of experience as a manager or leader of post sales teams at a SaaS company, 2+ years experience managing frontline managers.
• Proven track record of achieving revenue retention and expansion targets in the NAMER market.
• Experience leading teams that serve commercial and enterprise customers.
• Strong executive presence and ability to build relationships at all levels.
• A collaborative mindset and demonstrated ability to influence across functions.
• Analytical thinking and data-driven decision-making.
• Experience working in a fast-paced startup or growth-stage SaaS company.
• Enthusiasm for cybersecurity and helping customers build trusted businesses.

Qualifications

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

Skills

• Customer-facing experience
• Leadership experience in post-sales teams
• Experience managing frontline managers
• Experience in commercial and enterprise customer service
• Executive presence and relationship-building skills
• Data analysis and decision-making skills
• Experience in a fast-paced startup environment
• Interest in cybersecurity and trust-building

Benefits

• Industry-competitive salary and equity
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting
• Flexible PTO policy, plus 80 hours of Sick Time
• 11 company-paid holidays
• Virtual team building activities, lunch and learns, and other company-wide events!
• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

Pay

Industry-competitive salary and equity

Schedule

Full-time