Senior Revenue Excellence Manager
About the role
Vanta is seeking a Sr. Revenue Excellence Manager to join our Revenue Enablement team. This is a rare opportunity to be the strategic architect behind how one of the fastest-growing security companies executes as a revenue team.
Responsibilities
Own and evolve Vanta’s core sales methodology, ensuring a consistent, scalable approach to how revenue teams engage with prospects and customers across every segment and motion.
Define and codify Vanta’s team selling model, establishing clear norms and practices for how pre-sales, sales, and post-sales teams collaborate to win and retain customers.
Develop and maintain Rules of Engagement across the selling team, providing clarity on roles, responsibilities, and decision rights across functions and segments.
Design and operationalize pre-to-post sales handoff processes that create seamless transitions, reduce churn risk, and ensure customers experience a consistent, high-quality journey from first touch to expansion.
Map and continuously refine the end-to-end customer journey, identifying gaps and high-impact moments across the revenue lifecycle and driving programs to address them.
Define, document, and maintain Vanta’s sales process, translating strategy into repeatable, structured frameworks that enable sellers at every level to execute with confidence.
Coach and develop revenue leaders to bring these concepts to life within their teams — building the capability, confidence, and habits needed to model and reinforce the right behaviors across the organization.
Partner with Revenue Enablement leadership and cross-functional stakeholders to prioritize and drive the most impactful revenue excellence initiatives across the GTM organization.
Serve as a thought leader and subject matter expert, informing how Vanta’s revenue operating model evolves as the business scales.
Requirements
Have 10+ years of experience in revenue enablement, sales strategy, or a closely related field, with a demonstrated ability to shape how a revenue organization operates at scale.
Deep expertise in sales methodology — including frameworks such as MEDDPICC, Command of the Message, or similar approaches — and the ability to assess, adapt, and implement the right model for a given business context.
Proven experience developing team selling frameworks, Rules of Engagement, and pre-to-post sales handoff processes across complex, cross-functional revenue organizations.
Ability to operate at both the strategic and operational level — comfortable defining high-level frameworks and translating them into structured, actionable processes that get adopted across a large team.
Strong cross-functional influencer with a track record of building alignment across sales, post-sales, revenue operations, and enablement without direct management authority.
Experience coaching and developing revenue leaders, with the ability to translate complex frameworks into tangible behaviors and create accountability for adoption at the leadership level.
Track record of driving measurable impact through program design, process development, and organizational change management.
Exceptional written and verbal communication skills, with the ability to distill complex frameworks for executive audiences and drive adoption across a distributed, high-performing revenue team.
Qualifications
Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
Skills
Curiosity and willingness to learn about AI and its responsible use in professional settings.
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.