Senior Account Executive, Upmarket - UK&I

Role overview

Vanta helps businesses demonstrate and maintain security compliance through continuous monitoring and verification. As a Senior Account Executive focused on the Upmarket segment, you will own the full sales cycle for new enterprise customers across the UK and Ireland, driving Vanta’s commercial expansion in EMEA while contributing to the development of the company’s sales playbook.

Key responsibilities

Identify and execute outbound prospecting strategies to engage upmarket prospects across the UK and Ireland, with focus on high-potential business verticals.
Own the complete sales cycle from initial outreach through discovery, product demonstration, negotiation, and contract closure.
Convert inbound pipeline opportunities into closed deals and establish long-term customer relationships.
Manage pipeline growth and contribute to the maturation of Vanta’s commercial sales processes and methodologies.
Customize product demonstrations and sales materials to articulate Vanta’s specific value proposition to each upmarket buyer.
Provide accurate monthly and quarterly forecasts while maintaining strong pipeline discipline within Salesforce.
Collaborate with Sales Development Representatives, Solutions Engineers, GRC specialists, Legal, and Deal Desk teams, and share prospect insights to inform product roadmap decisions.

Requirements

Minimum 5 years of experience in a full-cycle, quota-carrying closing sales role with a demonstrated track record of consistently meeting or exceeding monthly and quarterly targets.
Proven success in self-sourcing pipeline through outbound prospecting and cold calling into both SMB and upmarket accounts.
Strong background in B2B SaaS sales with experience across multiple customer segments.
Ability to build and maintain long-term customer relationships through genuine empathy and stakeholder management.
Technical fluency sufficient to understand SaaS software functionality and establish credibility with technical decision-makers.
Demonstrated ability to manage multiple concurrent deals with varying complexity and stakeholder requirements.
Comfort with ambiguity, curiosity in fast-paced startup environments, and openness to using AI tools to enhance efficiency and decision-making.

What makes this role worth considering

You will be a key architect of Vanta’s market presence in the UK, helping to define how the company sells to enterprise customers in the region. The role offers the opportunity to work with a rapidly growing team that maintains strong customer satisfaction scores while leading the compliance automation category, and you’ll influence both commercial strategy and product direction through direct customer insights.