Senior Account Executive, Upmarket [DACH]

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.  Vanta is looking for a Commercial Account Executive to take full ownership of the sales cycle in the UK market — bringing in new upmarket logos and helping shape the commercial sales playbook as we scale our EMEA presence. Vanta is growing quickly, we're profitable, and we're consistently outpacing our growth targets while maintaining exceptionally strong NPS scores. Our Sales team is leading the charge in growing market share as the category leader in compliance automation and trust management — and our EMEA commercial motion is a major part of that story. As an Senior DACH Upmarket AE, you'll be one of the key contributors to establishing Vanta's footprint in this market, converting both outbound and inbound pipeline into long-term customers and helping define how we sell to upmarket companies across the region. What you’ll do as a Senior DACH Account Executive, Upmarket at Vanta: - Identify high-potential business verticals and execute outbound strategies to engage upmarket prospects across the DACH region - Own the full sales cycle — from initial outreach through discovery, demo, negotiation, and close - Convert inbound demand into closed-won business and long-term Vanta customers - Manage and grow your pipeline, contributing to the maturation of Vanta's commercial sales process and playbook - Tailor demos and sales materials to communicate the specific value of Vanta for each upmarket buyer - Forecast accurately on a monthly and quarterly basis, maintaining strong pipeline hygiene in Salesforce - Collaborate cross-functionally with SDRs, Solutions Engineering, GRC specialists, Legal, and Deal Desk throughout the sales process - Surface prospect insights to inform Vanta's product roadmap and go-to-market strategy How to be successful in this role: - 7+ years in a full-cycle, quota-carrying closing role, with a consistent track record of meeting or exceeding monthly and quarterly targets - Fluency in English and German - Experience partnering cross-functionally with partnerships and marketing to build brand presence in a new market - 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 - Highly empathetic to customers and skilled at building long-term relationships that drive retention - Technically fluent enough to understand Vanta's software and build credibility with technical stakeholders and decision-makers - Exceptional problem-solver with a passion for making an impact in a fast-moving, high-growth environment - Comfortable managing multiple deals simultaneously with varying deal complexity and stakeholder involvement - Curious, resourceful, and energized by building in ambiguous, fast-paced startup environments - Uses AI in day-to-day work to amplify their skills and strengthen their outcomes, applying it across routine workflows, actively building fluency through experimentation, and exercising sound judgment to ensure AI-assisted work meets a high quality bar. What you can expect as a Vanta’n: - Industry-competitive salary and equity - 100% covered medical, dental, and vision benefits with dependents coverage - 16 weeks paid Parental Leave for all new parents Health & wellness stipend - Remote workspace, internet, and mobile phone stipend - Commuter benefits for team members w