Hybrid Sales Manager – APJ

at Vanta

• Job title: Sales Manager – APJ
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Sydney, Australia

About the role

• Startups Sales Manager at Vanta leading a team to help startups with security and compliance. Collaborating with leadership to expand market presence while shaping sales strategies.

Responsibilities

• Lead, mentor, and coach a small but high-performing team of Account Executives, equipping them with the tools and guidance to succeed in fast-paced, founder-led sales cycles.
• Drive new business growth through proactive outbound prospecting, consultative value selling, and ownership of the full sales cycle.
• Build and refine repeatable sales playbooks and processes that can scale as the team grows.
• Provide accurate forecasting and pipeline management, ensuring visibility for leadership and investors.
• Partner closely with early customers to understand their needs and influence Vanta’s product roadmap.
• Continuously evolve Vanta’s sales approach by introducing new tactics and solutions to shorten sales cycles, increase deal sizes, improve win rates, and drive overall revenue growth.
• Actively contribute to scaling the team through recruiting, onboarding, and training new Account Executives.
• Foster an inclusive and supportive sales culture aligned with Vanta’s core values.
• Maintain a strong understanding of industry trends, competitors, and the challenges of scaling startups.

Requirements

• 4+ years of experience selling B2B SaaS to startups and small businesses, with 1–2 years in a leadership or management role.
• Demonstrated track record of consistently meeting or exceeding sales quotas, both as an individual contributor and as a leader.
• Strong communication skills with the ability to build trust and credibility with founders and early-stage operators.
• Proven success in managing fast-paced, competitive sales cycles, often with resource-constrained buyers.
• Experience building or refining sales processes, playbooks, and teams from the ground up.
• Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities.
• Empathy-driven leadership style focused on consultative value selling, long-term customer success, and team development.
• A growth-oriented mindset, proactively seeking opportunities for continuous improvement and professional development.
• Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data.

Benefits

• Industry-competitive salary and equity
• Healthcare stipend towards health insurance for you and your dependents
• 16 weeks paid parental leave for all new parents (birthing, non-birthing, and adoptive)
• Health & wellness stipend
• Remote workspace stipend
• Commuter benefits for team members who attend the office
• Internet and cellphone stipend
• 9 company paid holidays
• 20 days of PTO per year
• Virtual team building activities, lunch and learns, and other company-wide events!