Director of Sales, Commercial Upmarket - NAMER

Director of Sales, Commercial Upmarket - NAMER

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 the Director of Sales, Commercial Upmarket - NAMER, you will lead the build-out of our Upmarket Commercial segment in North America. This is a greenfield opportunity : you'll design and execute the go-to-market motion for net-new logo acquisition, hire and develop a high-performing team of managers and account executives, and define the playbooks, processes, and metrics needed to scale.

You will partner closely with Sales, Marketing, Product, Operations, Enablement, and Customer Success to position Vanta as the foundation of a modern GRC (Governance, Risk & Compliance) program. As a second-line leader, you will drive strategy, process, and execution to consistently exceed ambitious new business targets.

What You'll Do as a Director of Sales, Commercial Upmarket at Vanta :

• Build a team culture of customer value, high performance, and accountability.
• Hire and develop a team of expert Managers who can recruit, coach, and develop top AE talent to consistently achieve new logo goals.
• Define and operationalize the GTM strategy for the Upmarket Commercial segment, including segmentation, ICP, value proposition, buyer personas, and competitive positioning.
• Design and implement repeatable playbooks for prospecting, qualification, discovery, value articulation, objection handling, and closing.
• Deliver an accurate weekly forecast for new logo bookings and pipeline health.
• Develop enablement programs that ensure your team is expert in Vanta's products, our space, and the skills required for world-class AE performance.
• Partner closely with cross-functional teams including Revenue Operations, Product, Marketing, Sales, Recruiting, and Enablement to represent your customers' needs and achieve shared goals.
• Own and analyze key KPIs such as pipeline coverage, win rates, ACV, sales velocity, and attainment; use data to guide decisions and drive performance.
• Drive adoption of proven sales methodologies such as MEDDPICC and Command of the Message to build consistency and excellence across your team.
• Represent Vanta at industry events and customer meetings across the region, evangelizing our mission and solutions.
• Thrive in a fast-paced, startup environment and contribute to transformational change.
• Travel approximately 2030% of the time to engage with customers, partners, and internal teams.

How to Be Successful in This Role :

What You Can Expect as a Vanta :

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.

About Vanta

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 continuousnot just a point-in-time checkis essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trustall in a way that's real-time and transparent.