Overlay Account Executive - 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. 

Vanta is hiring a Specialty Seller to support and accelerate deals involving Third Party Risk Management (TPRM) and emerging products across the APJ region.

The Specialty Seller exists to help deals close by bringing deep product expertise, leading high-quality discovery, delivering flawless demos, and doing whatever it takes to move opportunities forward. You will work alongside Core Account Executives as a true deal partner, stepping in where specialty knowledge, technical confidence, or extra execution horsepower is required.

If you have a wealth of experience in diving deep into products, love being in the middle of complex deals and helping teams win together, this role is for you.

What you’ll do as a Specialty Account Executive at Vanta:

• Partner with Core AEs to support deals involving TPRM and emerging products, from early discovery through close

• Lead and support deep discovery conversations, helping uncover risk, compliance, and third-party management use cases

• Deliver high-quality, end-to-end product demos of TPRM and related products, confidently handling lightly technical questions without needing a Solutions Engineer

• Act as a deal accelerator: jump in wherever needed to keep momentum high (customer calls, follow-ups, Looms, exec alignment, on-site travel, etc.)

• Help shape deal strategy by identifying blockers, risks, and paths to close

• Provide real-time feedback to Product and Enablement based on customer conversations and deal learnings

• Support the evolution of Vanta’s specialty selling motion as TPRM and emerging products mature in-market

How to be successful in this role:

• 8+ years of experience selling B2B SaaS, ideally in upmarket environments

• A proven team seller who thrives in collaborative, multi-threaded deals

• Strong product and technical aptitude, comfortable demoing products flawlessly and speaking confidently about workflows, integrations, and common use cases

• Excellent discovery skills and the ability to guide customers through complex buying decisions

• A bias toward action and ownership, willing to do what’s required to move deals forward, even when it’s unglamorous

• Experience selling to Security, Risk, Compliance, GRC, or adjacent personas is a strong plus

• Comfortable operating in ambiguity as products, messaging, and sales motions continue to evolve

• 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-hy