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 20–30% of the time to engage with customers, partners, and internal teams.
  

How to be successful in this role:

• 10+ years of customer-facing experience in SaaS sales, with at least 5+ years leading managers or second-line teams.

• Proven track record of net-new logo acquisition and revenue growth in the North American Commercial or Enterprise segment.

• Experience building or scaling a new GTM segment or motion from the ground up.

• Strong executive presence with the ability to build trusted relationships with C-level buyers and influence at all levels.

• Deep understanding of SaaS sales models, metrics, and pipeline management.

• Familiarity with MEDDPICC, Command of the Message, or other structured sales methodologies (preferred).

• Analytical, data-driven, and operationally excellent leader who leverages insights to drive outcomes.

• Collaborative and influential, with a track record of success working cross-functionally to achieve business goals.

• Thrives in high-growth, dynamic environments and enjoys leading through change.

• Passion for cybersecurity, compliance, and helping customers build trusted businesses.

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, l