Director of Sales, Growth Stage

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 Director of Sales, Growth Stage , you will lead one of the most dynamic and high-velocity parts of Vanta’s business. Your job is to drive consistent new logo growth across the emerging Growth Stage segment while building a world-class sales culture rooted in execution, accountability, and customer value. Downmarket is where velocity meets scale. It is the engine that fuels Vanta’s growth and market leadership. You will shape how hundreds of new customers experience Vanta each quarter and lead the team that sets the pace for the company. You will lead a team of Sales Managers and Account Executives focused on fast-cycle, high-volume deal execution. The ideal candidate is equal parts coach, operator, and motivator. You know how to develop talent, scale processes, and bring clarity to a fast-moving environment. You will partner closely with Marketing, RevOps, Enablement, and Customer Success to refine our downmarket motion, improve conversion across every stage of the funnel, and expand our share of the growing startups and growth stage markets. What you’ll do as a Director of Sales at Vanta: Lead a team of frontline managers and Account Executives to consistently exceed new logo and revenue goals. Build a culture of performance, precision, and pride in execution. Every conversation counts. Refine segmentation, targeting, and pipeline strategy to maximize productivity and coverage. Develop repeatable playbooks for prospecting, qualification, and closing across short sales cycles. Deliver accurate weekly forecasts for bookings and pipeline health. Partner with Enablement to strengthen rep readiness on discovery, objection handling, and closing efficiency. Use data and insights to guide decisions and coach to activity, conversion, and outcome metrics. Collaborate with Marketing, RevOps, and Product to improve funnel efficiency and conversion. Recruit, onboard, and grow top-performing managers and sellers while building a strong leadership bench. Represent the Downmarket segment internally and externally by connecting customer insight to company strategy. How to be successful in this role: 8 to 10+ years of SaaS sales experience, with at least 3 to 5 years leading frontline managers or high-velocity teams. Proven record of consistent new logo attainment and team productivity in SMB or mid-market segments. Strong operational skills with the ability to diagnose pipeline issues, drive accountability, and scale processes. Deep experience with short-cycle, high-volume motions and confidence running a data-driven sales floor. Skilled people leader known for developing talent and creating environments where teams want to win. Familiarity with challenger sale, MEDDPICC, Command of the Message, or similar structured sales frameworks. Excellent communicator who drives clarity, confidence, and urgency. Comfortable leading through change and growth in a high-expectation environment. Passion for security, compliance, and helping growing companies build trust. 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. #LI-remote 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 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.