Account Executive, SMB - APJ

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. To support our continued growth, we’re expanding our Sales team. We’re looking for high-energy, customer-focused Account Executives who thrive in high-volume, fast-paced environments and are motivated by the challenge of turning velocity into results. In this role, you’ll take full ownership of the sales cycle—from first touch to close—and play a critical role in positioning Vanta as the go-to solution for early-stage companies navigating security and compliance for the first time. This is a highly transactional, new business role where success comes from running a tight, repeatable process and maintaining a high daily output. If you love the energy of working with startups, are driven to outperform targets, and want to make a tangible impact in a rapidly scaling business, we’d love to hear from you. This role will be based in our Sydney office and have a 3 days in office hybrid schedule. What you’ll do as a Account Executive at Vanta: Identify high-potential business verticals to develop and execute outbound strategies to engage them with Vanta. Manage the entire sales cycle, from initial contact to contract negotiation and closing, with a focus on speed and efficiency, aiming to close deals within a 30-day timeframe. Turn our inbound demand into closed-won business quickly and consistently, working across a large number of prospects Operate in a fast-paced, transactional sales environment, running a high number of discovery calls and managing a broad pipeline of opportunities simultaneously. Continuously optimize your sales workflow to maintain high activity levels, improve conversion, and deliver repeatable results. Define and communicate the value of Vanta to prospects, including tailoring sales materials and demos to resonate with early-stage startup buyers Surface product feedback and trends from prospects to inform go-to-market and product development strategies. How to be successful in this role: Have 12+ months in a closing and quota-carrying role, while consistently exceeding monthly and quarterly sales targets Experience in B2B SaaS, ideally focused on SMB or early-stage startups, where short deal cycles and high activity are the norm Thrive in high-velocity sales environments and are energized by repetition, fast decision-making, and a transactional approach to deal flow Be highly empathetic to customers, with a proven track record of long-term customer retention. Possess the technical competency to understand Vanta’s software and build great relationships with highly technical prospects. Have stellar problem-solving chops, and an enthusiasm for making a large impact early on at a start-up. You’re intrinsically motivated, proactive, and resourceful—comfortable taking initiative without needing direction 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 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 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