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Own the day-to-day execution of Top-of-Funnel operations, including responding to field requests and managing the processes, data, systems, and business logic underlying lead-to-account, territory, and AE coverage decisions. This is a hands-on role that balances ongoing operational needs with larger strategic initiatives and process improvements.
Own territory strategy and ongoing territory management, ensuring AEs and SDRs have high-quality, balanced coverage and identifying opportunities to improve how accounts and selling capacity are deployed.
Design and optimize AE coverage and account pairing strategies to improve how our sellers work together to generate and progress pipeline.
Identify and lead Top-of-Funnel initiatives that improve pipeline coverage, territory quality, seller productivity, and GTM efficiency.
Dig into data, systems, processes, and field feedback to identify root causes of GTM challenges and develop a point of view on what we should do differently.
Lead initiatives end-to-end—from problem definition and analysis through recommendation, stakeholder alignment, implementation, and measurement of results.
Partner closely with AEs, SDRs, and Sales leadership to understand field needs and translate them into scalable improvements across workflows, processes, tooling, territories, and accountability.
Partner cross-functionally with Marketing Operations, GTM Systems, Analytics, and other GTM teams to design and operationalize solutions that work across the broader GTM ecosystem.
Serve as a trusted SME for Upmarket lead-to-account and Top-of-Funnel operations, bringing a strong point of view while continuously evolving our operating model as the business scales.
10+ years of experience in GTM Strategy & Operations, Revenue Operations, Sales Operations, or a related function, ideally within a high-growth B2B SaaS environment.
Deep experience with Top-of-Funnel and lead-to-account operations, including areas such as lead routing, account assignment, territory management, seller coverage, and AE operating models.
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An investigative mindset with a demonstrated ability to dig beneath surface-level symptoms, connect insights across data, systems, processes, and field feedback, and identify the root cause of complex GTM problems.
A hands-on operating style. You’re comfortable rolling up your sleeves, getting into the weeds, and doing the detailed work required to turn a strategy or recommendation into something that works in practice.
Strong systems thinking and attention to detail, with the ability to understand complex GTM mechanics while anticipating dependencies, edge cases, and downstream impacts.
Strong analytical and business judgment, with the ability to combine quantitative and qualitative insights, evaluate tradeoffs, and develop a clear point of view even when there isn’t an obvious answer.
Demonstrated ability to independently own complex, ambiguous initiatives from problem definition through implementation and measurable business impact.
Strong cross-functional influence and communication skills, with the ability to build credibility with everyone from AEs and SDRs in the field to Sales leadership and partners across GTM.
A business-partner mindset: you listen closely to stakeholders and understand their needs while bringing your own expertise, judgment, and willingness to respectfully challenge the proposed solution when there is a better path forward.
Ability to move fluidly between strategic thinking and detailed execution—helping shape where we should go while being equally comfortable building the processes required to get there.
Open to using AI to amplify your skills and strengthen your work, demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and
Bachelor’s degree in Business Administration, Economics, Marketing or related field.
Industry-competitive salary and equity
Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
16 weeks paid Parental Leave for all new parents
Health & wellness stipend
Remote workspace, internet, and cellphone stipend
Commuter benefits for team members who report to the SF and NYC office
Family planning benefits
Matching 401(k) contribution with immediate vesting
Flexible PTO policy, plus 80 hours of Sick Time
11 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
To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.
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At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.
We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.
Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.
If you are being referred for the role, please contact that person to apply on your behalf.
Vanta is a private software company that helps businesses automate compliance, manage risk, and prove security trust.
Visit company websiteJobs and hiring trendsUSD 161000-189000 yearly / year
Full-time
Senior · 10+ years experience
Remote
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