Overlay Account Executive - APJ, Sydney

About Vanta

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.

The Opportunity

Vanta is hiring a Specialty Seller to support and accelerate deals involving Third Party Risk Management (TPRM) and emerging products across the APJ region. This is a fantastic opportunity to join a growing team and make a significant impact on Vanta's success in the APJ market.

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

• 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

A Day in the Life of an Overlay Account Executive

Each day as an Overlay Account Executive at Vanta will be dynamic and focused on driving deals forward. Here's a glimpse into a typical day:

• Morning: Start by reviewing your pipeline and prioritizing deals that require immediate attention. Collaborate with Core Account Executives to strategize on key opportunities involving TPRM and emerging products.
• Mid-day: Conduct deep discovery calls with potential customers to uncover their risk, compliance, and third-party management needs. Prepare and deliver compelling product demos, showcasing Vanta's capabilities and addressing technical questions.
• Afternoon: Act as a deal accelerator by following up on leads, creating Loom videos, and coordinating executive alignment meetings. Provide feedback to the Product and Enablement teams based on customer interactions and market insights.
• End of Day: Wrap up by documenting key takeaways from the day, updating deal strategies, and preparing for upcoming meetings.

Why Sydney?

Sydney, Australia, is a vibrant hub for technology and innovation. It offers a thriving business ecosystem, a diverse talent pool, and a high quality of life. Vanta's presence in Sydney allows us to tap into the growing APJ market and provide our services to a wider range of businesses.

Career Path

The Overlay Account Executive role at Vanta offers a clear path for career advancement. You can progress into senior account executive roles, sales management positions, or even leadership roles within the sales organization. Vanta is committed to providing its employees with opportunities for growth and development.

Salary and Benefits

Vanta offers a competitive salary and benefits package, including:

• 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

Our Security Culture

At Vanta, security is at the core of everything we do. We foster a culture of security awareness and responsibility among all our employees. We provide regular training and resources to help our team members stay informed about the latest security threats and best practices. We also encourage open communication and collaboration to ensure that security is always a top priority.

How to Apply

If you're excited about the opportunity to join Vanta as an Overlay Account Executive in Sydney, we encourage you to apply! Please submit your resume and cover letter through our online application portal. We look forward to hearing from you.

Frequently Asked Questions (FAQ)

1. What is Vanta's mission?
   Vanta's mission is to help businesses earn and prove trust.
2. What does an Overlay Account Executive do at Vanta?
   An Overlay Account Executive partners with Core Account Executives to support deals involving TPRM and emerging products.
3. What skills are required for this role?
   Key skills include B2B SaaS sales experience, team selling abilities, product and technical aptitude, and excellent discovery skills.
4. What is the career path for this role?
   The career path includes opportunities to advance into senior account executive roles, sales management positions, or leadership roles within the sales organization.
5. What benefits does Vanta offer?
   Vanta offers a competitive salary and benefits package, including healthcare, parental leave, and wellness stipends.
6. What is Vanta's security culture like?
   Vanta fosters a culture of security awareness and responsibility among all employees.
7. Where are Vanta's offices located?
   Vanta has offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney.
8. What is TPRM?
   TPRM stands for Third-Party Risk Management.
9. Is this a remote position?
   This position is based in Sydney, Australia, with a hybrid work model.
10. How does Vanta use AI?
    Vanta is open to using AI to amplify skills and strengthen work, demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.