Regional Sales Manager, Federal
•Appomni· 2h
💼 Sales⏰ Full-time⭐ Senior💰 $288k-320k🇺🇸 USA
2h ago
Vanta·about 2 hours ago
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.
In this senior individual contributor role, you will be responsible for managing and expanding relationships with our most strategic and complex customer accounts across the EMEA region. As a key member of the post-sales organisation, you will drive revenue growth through renewals, upsells, and expansion opportunities while ensuring exceptional customer outcomes.
The goal of this team is to achieve overall net revenue expansion of the Vanta customer base, as measured by Net Revenue Retention. They will ensure customer’s security and compliance goals are aligned to their company growth needs and with Vanta’s solutions.
This role will be based in our Dublin or London office with an office-centric hybrid schedule. The standard in-office days are Tuesday, Wednesday, and Thursday
What you’ll do as a Senior Account Manager at Vanta:
Own and exceed revenue targets for assigned book of business, including renewals, upsells, and expansion
Develop and execute strategic account plans to maximise customer lifetime value
Identify and close expansion opportunities across Vanta's product portfolio (Core, Plus, Scale packages, EPD modules, Trust Management, Vendor Risk Management)
Navigate complex procurement processes and multi-stakeholder sales cycles
Partner with Customer Success to ensure seamless customer experience and identify growth signals
Manage a portfolio of high-value strategic accounts across EMEA, including enterprise customers with complex organisational structures
Build and maintain executive-level relationships with C-suite and senior decision-makers
Conduct Quarterly Business Reviews (QBRs) and strategic planning sessions with key accounts
Serve as the voice of the customer internally, advocating for customer needs and influencing product roadmap
Develop deep understanding of customers' compliance, security, and GRC requirements
Act as a trusted advisor, helping customers maximize value from their Vanta investment
Guide customers through their security and compliance journey, from initial certification through maturity
Coordinate cross-functional resources (CSMs, Support, Solutions Engineers) to address customer needs
Proactively identify and mitigate churn risks, working with internal teams to resolve issues
Drive product adoption and feature utilisation to increase customer stickiness
Mentor and provide guidance to junior Account Managers on complex deals and account strategies
Collaborate closely with Sales, Customer Success, Product, and Support teams
Contribute to team processes, playbooks, and best practices
Represent EMEA market insights and customer needs in strategic planning discussions
How to be successful in this role:
5+ years of experience in Account Management, or Sales roles in B2B SaaS
Proven track record of consistently exceeding revenue targets (>100% attainment)
Experience managing complex, multi-year contracts and navigating enterprise procurement
Background in security, compliance, GRC, or related technical domains preferred
Strategic Thinking: Ability to develop and execute long-term account strategies aligned with customer business objectives
Commercial Acumen: Strong negotiation skills and proven ability to structure complex deals
Relationship Building: Executive presence with ability to build relationships at C-level and across all organisational levels
Product Knowledge: Ability to quickly become a subject matter expert on Vanta's platform and the compliance/security landscape
Consultative Approach: Skilled at discovery, identifying pain points, and positioning solutions
Data-Driven: Comfortable using metrics and analytics to drive decisions and demonstrate ROI
Cross-functional Leadership: Ability to orchestrate internal resources and drive consensus without direct authority
Experience working with European customers and understanding of EMEA business culture
Familiarity with European compliance frameworks (GDPR, ISO 27001, SOC 2) is highly valued
Multilingual capabilities a plus (French, German, or other European languages)
Willingness to travel within EMEA up to 25% of the time
Experience with Salesforce, Gong, or similar CRM and sales tools
Proficient with Google Workspace and standard business applications
Comfortable discussing technical concepts with both technical and non-technical audiences
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 who attend the office
Pension matching
25 days of Annual Leave per year and unlimited sick time
8 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
#LI-hybrid
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.
About Vanta
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.