Account Executive, Enterprise

Rozgoo; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Equity

Health insurance stipend

16 weeks parental leave

Remote workspace stipend

Commuter benefits

20 days annual leave

9 company-paid holidays

Job summary

Vanta, a security/compliance platform, is expanding its upmarket sales team in APAC with a hybrid Sydney role. You’ll land strategic accounts across Australia, New Zealand and beyond, partnering with leadership and cross-functional teams to drive growth and sign impactful contracts.

The role emphasizes a strong track record in closing six-figure to seven-figure deals, executive-level engagement, and strategic account planning within a fast-paced startup environment.

Qualifications

• Minimum 5+ years of experience selling B2B SaaS to mid-market and enterprise customers.
• Proven track record of meeting/exceeding quarterly quotas over time.
• Experience managing complex deals with multiple stakeholders.
• Strong prospecting and outbound pipeline generation skills.
• Excellent communication with C-level stakeholders and decision-makers.

Responsibilities

• Identify promising prospects and manage the sales pipeline.
• Negotiate and close deals with strategic accounts.
• Develop account strategies and action plans for each target.
• Establish connections with senior executives in the CISO/leadership space.
• Educate customers on the value of Vanta's offerings and ROI.
• Develop business justification cases to secure budgets.
• Forecast performance against targets monthly/quarterly.
• Coordinate with product, SDR, Solutions Engineering, and legal teams.
• Collaborate closely with product to align customer needs with roadmap.

Skills

B2B SaaS sales

Prospecting

Outbound pipeline

C-level relationships

Negotiation

Forecasting

Executive presence

Growth mindset

AI tooling awareness

Job description

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 Account Executive, Enterprise at Vanta, you will have a unique opportunity to work side-by-side with our sales leadership, marketing, product and engineering teams as we expand our presence in the mid-market and enterprise segments. You’ll be part of pioneering our sales motion in these segments. You will have the opportunity to land strategic accounts across Australia, New Zealand, Singapore and the broader Asia-Pacific region. This is an exciting and massive opportunity to partner alongside some of the largest businesses globally and completely revolutionize the way their risk and compliance teams operate. Our Sales team is leading the charge in growing our market share as the industry leader in compliance automation and risk management. We’re looking for a passionate, driven seller who can help build our founding upmarket sales team in APAC.

What you’ll do as an Account Executive at Vanta:

• Identifying promising prospects, building and managing the sales pipeline, running PoVs, negotiating and closing deals
• Prioritizing your portfolio of prospects, devising and executing account strategies and action plans
• Devising effective outbound activities to build a robust pipeline and adequate pipeline coverage
• Establishing valuable connections with senior executives and decision-makers within the CISO department
• Providing customers with education and guidance on the value of Vanta's offerings
• Developing business justification cases with prospect in order to secure budget for Vanta
• Accurately forecasting performance against sales targets on a monthly / quarterly basis
• Collaborating with our product management team to align customer needs with product roadmap
• Partnering closely with various resources throughout the sales process, including SDR, Solutions Engineering, GRC specialists, Legal and Deal Desk

How to be successful in this role:

• A minimum of 5+ years of experience in selling B2B SaaS to mid-market and enterprise customers
• A proven track record of consistently meeting or exceeding quarterly quotas over time
• Experience in managing complex deals / sales cycles with multiple stakeholders
• Strong skills in prospecting, outbound pipeline generation, and new logo hunting
• Effective communication skills and a commanding executive presence, with the ability to establish and manage C-level relationships
• A track record of successfully closing six-figure deals, with comfort flexing into the seven-figure range
• Exceptional problem-solving abilities and a passion for making a significant impact in a fast-paced startup environment
• Technical proficiency to understand Vanta's software and establish rapport with technical prospects
• Previous experience collaborating closely with product teams to promote new products
• A high level of empathy for customers, consultative seller with a track record of long-term customer retention
• You have a deep level of curiosity, resourcefulness, urgency and thrive in a fast-paced environment
• You embody a growth mindset, always seeking opportunities for personal and professional development
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Nice to have:

• experience in the security / compliance space

What you can expect as a Vanta’n:

• Industry-competitive salary and equity
• Healthcare stipend towards health insurance for you and your dependents
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who attend the office
• 20 days of Annual Leave per year
• 9 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 #LI-hybrid

This is a hybrid role (three days a week in office) based out of our Sydney location

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 com