Manager, Solutions Engineering - EMEA

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. You'll lead Vanta's EMEA Solutions Engineering team across the Growth and Commercial segments, developing a strong group of eight SEs while evolving our technical sales motion and helping drive growth in one of Vanta's highest-priority regions. Solutions Engineering at Vanta sits at the intersection of product, technical, and sales. The SE team works alongside Account Executives to drive technical wins, lead discovery, and make the fit between customer needs and Vanta's capabilities real, converting qualified opportunities into closed revenue. In EMEA, that means operating across a wide and diverse market: from established financial and technology hubs across Western Europe to emerging opportunities across the Middle East, Israel, and Southern Europe, each with different regulatory contexts, GRC maturity levels, and buying behaviours. The team needs to show up credibly across all of them. This manager leads the Growth and Commercial SE team, a group of eight SEs spanning a fast-moving, high-priority region. The SE motion is actively evolving from a repeatable demo approach toward a more consultative, value-based model in the right deals, while preserving speed and volume where that remains the right answer. The job is to develop the team and the motion together. What you’ll do as a Manager, Solutions Engineering at Vanta: - Lead and develop the SE team: manage eight SEs across the Growth and Commercial segments, build on the existing operating rhythm, and establish a coaching cadence that elevates individual performance and team craft - Drive the evolution of the SE motion: work with your team and EMEA sales leadership to shift from a repeatable demo approach to a more consultative, value-based engagement model in the right deals, while maintaining speed and volume where that remains the right answer - Define what good technical engagement looks like: build and iterate on playbooks for discovery, demo quality, and POC approach that the team can replicate and refine as the motion matures - Strengthen the SE-AE partnership across EMEA: work closely with AE leadership to ensure SE contribution is well-integrated into the sales motion and coach SEs to show up as trusted technical advisors, not just demo operators - Lead AI adoption and modern tooling across the team: model hands-on AI use, identify where AI improves SE efficiency, and build team processes around it, coaching people through adoption rather than mandating it - Own team performance and reporting: track and improve key SE metrics including technical win rates, deal attachment, pipeline influence, and team capacity, and give leadership clear visibility into performance and investment priorities - Own the team's growth: partner with recruiting to define SE hiring profiles, play an active role in the interview process, and ensure new hires are set up to contribute to the team's direction and culture How to be successful in this role: - Prior experience managing a Solutions Engineering team where people management (1:1s, performance conversations, hiring, team dynamics) is second nature, not something you're still working out; 3 to 5 years of SE management experience, with a total pre-sales or SE career of 7+ years - Experience leading a team through the shift from a volume-based SE motion to a more consultative, value-based approach, including knowing when to preserve speed and demo-forward execution - Genuine AI and modern tooling fluency: hands-on use in your own workflow and a track record of building team processes around AI tools, not just awareness of them - EMEA market experience, including an understanding of the region's di