Director of Enterprise Sales, EMEA

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.

We are seeking an experienced Director of Enterprise Sales to lead new business acquisition across EMEA. We are investing aggressively to capture the Enterprise opportunity in front of us, and we are moving upmarket fast. We are looking for a builder: someone who will pave the way upmarket and build a real Enterprise sales playbook from the ground up, rather than inherit one.

Our segmentation reflects where we are on that journey. Enterprise is currently defined as companies with 400 or more employees, which makes it a broad segment. You will lead a team running a high volume of mid-sized deals at the lower end alongside the larger, complex enterprise deals at the top. Building a single motion that serves both, without compromising either, is one of the central challenges of this role.

What you’ll do as a Director of Enterprise Sales at Vanta

- Define and build the Enterprise motion in EMEA: setting a clear multi-year vision aligned to GTM objectives, creating the playbook, processes, and deal strategy behind it, and evolving it as the market shifts

- Own the EMEA Enterprise number, driving pipeline generation, win rate, average deal size, sales cycle length, and quota attainment

- Get hands-on in your team's most strategic deals, joining customer conversations, coaching in the moment, and helping close the deals that set the standard for what Enterprise looks like at Vanta

- Hire, mentor, and develop your Managers and AEs as the team scales, and create clear career paths into Enterprise and leadership roles

- Deliver an accurate weekly forecast, and build the inspection cadence, deal reviews and pipeline hygiene that make it trustworthy

- Partner with senior sales leadership, marketing, RevOps, product marketing, partnerships and enablement to align the region around a unified GTM strategy

- Bring the voice of the EMEA Enterprise buyer back into the business, influencing product priorities, pricing, packaging and regional investment

- Represent Vanta at industry events and customer meetings across the region

How to be successful in this role

- Proven, repeated track record as a builder: creating Enterprise playbooks from scratch rather than inheriting them, and taking a company or region upmarket from mid-market roots

- Experience leading frontline sales leaders at a SaaS company.

- Consistent record of achieving and exceeding Enterprise new business targets across multiple EMEA markets, with a real understanding of how buying behavior, procurement and security review differ across the region

- Comfort operating across a broad segment, from a high volume of mid-sized deals through to large, complex, multi-stakeholder enterprise deals

- Mastery of a value-based selling methodology such as Command of the Message, and the ability to coach it rather than just quote it

- Rigorous command of the key metrics of the business: uses data to diagnose issues, prioritize investment and forecast accurately, and builds business cases that influence executive stakeholders

- Strong executive presence: builds credible relationships with CISOs, CIOs and other senior buyers, and communicates strategy, performance and investment plans to senior leadership with clarity

- Strong eye for talent, both in hiring and in advancing the careers of Vantans

- Comfort with ambiguity, and the ability to create clarity for a team through periods of rapid growth and change

- Enthusiasm for cybersecurity and for helping customers build trusted businesses

- Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn,