Role overview

Vanta helps businesses build and demonstrate their security and compliance capabilities through continuous monitoring and verification. As a Senior Account Executive focused on upmarket clients in the DACH region, you will drive new business acquisition and shape Vanta’s commercial sales approach as the company expands its EMEA presence.

Key responsibilities

Identify high-potential business verticals and execute outbound prospecting strategies to engage upmarket prospects across the DACH region.
Own the complete sales cycle from initial outreach through discovery, demonstrations, negotiation, and deal closure.
Convert both inbound and outbound pipeline into closed business and long-term customer relationships.
Manage pipeline growth and contribute to the development and refinement of Vanta’s commercial sales playbook.
Customize product demonstrations and sales materials to communicate Vanta’s specific value proposition to upmarket buyers.
Forecast revenue accurately on monthly and quarterly bases while maintaining strong pipeline discipline in Salesforce.
Collaborate with SDRs, Solutions Engineering, GRC specialists, Legal, and Deal Desk teams throughout the sales process and surface market insights to inform product and go-to-market decisions.

Requirements

At least seven years of experience in full-cycle, quota-carrying sales roles with a consistent track record of meeting or exceeding monthly and quarterly targets.
Fluency in both English and German.
Proven experience self-sourcing pipeline through outbound prospecting and cold calling into upmarket accounts.
Strong background in B2B SaaS with experience across EMEA and upmarket segments, plus demonstrated success building brand presence in new markets through cross-functional partnerships.
Technical fluency sufficient to understand the software, build credibility with technical stakeholders, and manage multiple deals of varying complexity simultaneously.
Strong interpersonal skills with the ability to build long-term customer relationships and a demonstrated commitment to problem-solving in fast-paced, high-growth environments.
Comfort using AI tools in daily workflows to amplify skills and strengthen outcomes while maintaining high quality standards.

What makes this role worth considering

You will be instrumental in establishing Vanta’s presence in the DACH market during a period of rapid company growth. The role offers the opportunity to shape how an emerging market is approached while working alongside a talented, kind team that values diverse backgrounds and experiences beyond traditional security expertise.