Account Executive, Upmarket - West - Remote Eligible

Upmarket Account Executive At Vanta

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.

As an Upmarket Account Executive at Vanta, you will play a critical role in expanding our footprint in the Enterprise and Mid-Market segments through net-new logo acquisition. This is a high-impact role focused exclusively on new business sales, requiring a results-driven seller capable of closing 5+ six-figure opportunities per quarter.

You'll be joining a team that is building and scaling our upmarket motion, and you'll help shape Vanta's strategy and execution in some of our most strategic segments. This role requires someone who is equally confident navigating complex deals independently and working cross-functionally with product, engineering, and the channel. Success in this role means driving full-cycle deals from prospecting through close—both directly and through partners.

This role sits on our West team, and we are only considering candidates located in ND, SD, NE, CO, NM, AZ, UT, WY, MT, ID, WA, OR, NV, and CA.

We're growing quickly, continually outpacing our targets and leading the market in compliance and security. If you're excited by the opportunity to drive strategic, high-value deals and work in a fast-paced, high-growth environment—we'd love to hear from you.

What You'll Do:

• Own and drive net-new business acquisition within the Enterprise and Mid-Market segments
• Close 5+ six-figure opportunities per quarter, managing the full sales cycle from initial outreach through contract execution
• Build and maintain a strong pipeline through outbound prospecting, inbound leads, and partner/channel collaboration
• Engage directly with senior stakeholders (CISO, CIO, CTO) to deliver tailored, consultative value propositions
• Work closely with legal, product, engineering, solution engineers, and GRC specialists throughout the deal cycle
• Leverage and contribute to building the upmarket playbook, refining our GTM approach as we scale
• Provide accurate forecasts and deliver consistently against quota

What Makes You A Great Fit:

• 5+ years in a closing Account Executive role, with at least 4 years selling Upmarket B2B SaaS
• Proven ability to consistently meet/exceed quota, including managing 5+ six-figure deals per quarter
• Strong outbound prospecting skills and ability to independently build a robust pipeline
• Experience managing complex, multi-stakeholder sales cycles
• Executive presence with the ability to engage and influence C-level buyers
• Experience working both direct and via channel partners
• Technically conversant enough to build credibility with security and IT leaders
• Highly consultative with a customer-first mindset and a track record of long-term value delivery
• Comfortable operating in fast-paced, high-growth environments
• Aligned with Vanta's mission to secure and protect customer data

What You Can Expect As A Vantan:

• Industry-competitive compensation
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks fully-paid parental leave for all new parents
• Health & wellness and remote workplace stipends
• Family planning benefits through Carrot Fertility
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 11 paid holidays in the US
• Offices in SF, NYC, London, Dublin, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check—is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust—all in a way that's real-time and transparent.