Sales Manager, Startups

Vanta

133d

About The Position

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 a Startups Sales Manager at Vanta, you’ll have the opportunity to build, lead, and develop a team of ambitious Account Executives focused on helping early-stage companies grow securely. You'll collaborate closely with senior leadership and cross-functional partners including product, marketing, and engineering to expand our presence in the startup and small business segment. Your work will directly shape Vanta’s go-to-market strategy as we scale, refine our sales motion, and strengthen our position as the leading trust management platform for startups. You'll partner with your team to drive new business growth, working with founders and early operators at fast-growing companies to transform how they approach security and compliance. This is your chance to make a substantial impact at an innovative, mission-driven company. The Startups segment in North America is the single best-performing team at Vanta. Last quarter, 95% of the team achieved at least 80% of quota, and the segment overall finished at more than 150% of our board plan. You’ll be stepping into a proven, high-performing part of the business with strong momentum — and the opportunity to take it even further.

Requirements

• 4+ years of experience selling B2B SaaS to startups and small businesses, with 1–2 years in a leadership or management role.
• Demonstrated track record of consistently meeting or exceeding sales quotas, both as an individual contributor and as a leader.
• Strong communication skills with the ability to build trust and credibility with founders and early-stage operators.
• Proven success in managing fast-paced, competitive sales cycles, often with resource-constrained buyers.
• Experience building or refining sales processes, playbooks, and teams from the ground up.
• Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities.
• Empathy-driven leadership style focused on consultative selling, long-term customer success, and team development.
• A growth-oriented mindset, proactively seeking opportunities for continuous improvement and professional development.
• Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data.

Responsibilities

• Lead, mentor, and coach a small but high-performing team of Account Executives, equipping them with the tools and guidance to succeed in fast-paced, founder-led sales cycles.
• Drive new business growth through proactive prospecting, consultative selling, and ownership of the full sales cycle.
• Build and refine repeatable sales playbooks and processes that can scale as the team grows.
• Provide accurate forecasting and pipeline management, ensuring visibility for leadership and investors.
• Partner closely with early customers to understand their needs and influence Vanta’s product roadmap.
• Continuously evolve Vanta’s sales approach by introducing new tactics and solutions to shorten cycles, improve win rates, and drive overall revenue growth.
• Actively contribute to scaling the team through recruiting, onboarding, and training new Account Executives.
• Foster an inclusive and supportive sales culture aligned with Vanta’s core values.
• Maintain a strong understanding of industry trends, competitors, and the challenges of scaling startups.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 501-1,000 employees