Senior AE (Upmarket UKI)

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. Vanta is looking for a Sr Account Executive for our Upmarket team to take full ownership of the sales cycle in the UK market — bringing in new upmarket logos and helping shape the commercial sales playbook as we scale our EMEA presence. Vanta is growing quickly, we're profitable, and we're consistently outpacing our growth targets while maintaining exceptionally strong NPS scores. Our Sales team is leading the charge in growing market share as the category leader in compliance automation and trust management — and our EMEA commercial motion is a major part of that story. As a Sr AE in the UK, you'll be one of the key contributors to establishing Vanta's footprint in this market, converting both outbound and inbound pipeline into long-term customers and helping define how we sell to upmarket companies across the region. What you’ll do as an Account Executive at Vanta: - Identify high-potential business verticals and execute outbound strategies to engage upmarket prospects across the UK - Own the full sales cycle — from initial outreach through discovery, demo, negotiation, and close - Convert inbound demand into closed-won business and long-term Vanta customers - Manage and grow your pipeline, contributing to the maturation of Vanta's commercial sales process and playbook - Tailor demos and sales materials to communicate the specific value of Vanta for each upmarket buyer - Forecast accurately on a monthly and quarterly basis, maintaining strong pipeline hygiene in Salesforce - Collaborate cross-functionally with SDRs, Solutions Engineering, GRC specialists, Legal, and Deal Desk throughout the sales process - Surface prospect insights to inform Vanta's product roadmap and go-to-market strategy How to be successful in this role: - 5+ years in a full-cycle, quota-carrying closing role, with a consistent track record of meeting or exceeding monthly and quarterly targets - Proven experience self-sourcing pipeline through outbound prospecting and cold calling into SMB and upmarket accounts - Strong background in B2B SaaS, with experience across SMB and upmarket segments - Highly empathetic to customers and skilled at building long-term relationships that drive retention - Technically fluent enough to understand Vanta's software and build credibility with technical stakeholders and decision-makers - Exceptional problem-solver with a passion for making an impact in a fast-moving, high-growth environment - Comfortable managing multiple deals simultaneously with varying deal complexity and stakeholder involvement - Curious, resourceful, and energized by building in ambiguous, fast-paced startup environments - 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. What you can expect as a Vanta’n: - Industry-competitive salary and equity - 100% covered medical, dental, and vision benefits with dependents coverage - 16 weeks paid Parental Leave for all new parents Health & wellness stipend - Remote workspace, internet, and mobile phone stipend - Commuter benefits for team members who attend the office - Pension matching - 25 days of Annual Leave per year and unlimited sick time - 8 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 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, g