Senior Revenue Enablement Manager, Upmarket

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.

As Vanta continues its push into the enterprise, the Upmarket Account Executive team is at the center of that growth, and this role is the dedicated enablement partner making that motion faster, sharper, and more scalable. As a Sr. Revenue Enablement Manager supporting our Upmarket AE organization, you'll operate as a true strategic thought partner to AE leadership, helping design and build the enablement infrastructure needed to win in complex, enterprise sales environments. This is a high-autonomy role that shapes how Vanta's most strategic sellers learn, grow, and perform.

What you’ll do as a Sr. Revenue Enablement Manager at Vanta

- Serve as a dedicated strategic partner to Upmarket AE leadership, including directors and frontline managers, to deeply understand the upmarket GTM motion and proactively identify where enablement can drive measurable impact on pipeline and revenue.

- Build and maintain a suite of high-quality enablement resources, including playbooks, deal strategy frameworks, account planning tools, and competitive positioning guides, that equip AEs to engage and win at the enterprise level.

- Design and deliver enterprise-grade sales methodology programs, such as MEDDPICC and Command of the Message, and embed them into the day-to-day practices of the Upmarket AE team.

- Conduct continuous needs assessments, drawing on data from Gong, Salesforce, and direct field observation, to identify capability gaps and prioritize the enablement roadmap accordingly.

- Partner cross-functionally with Revenue Operations, Product Marketing, Product Management, and Solutions Engineering to ensure Upmarket AEs have timely, high-quality content and messaging that reflects Vanta's evolving enterprise positioning.

- Define, track, and report on enablement effectiveness metrics that connect directly to AE productivity, ramp time, quota attainment, and pipeline health for the upmarket segment.

- Influence the broader enablement strategy by acting as the voice of the Upmarket AE field, surfacing trends, gaps, and opportunities to enable smarter decisions across the GTM organization.

How to be successful in this role

- 8+ years of experience in revenue enablement, sales enablement, or a closely related GTM role, with a strong track record of supporting complex, enterprise sales organizations.

- Deep expertise in enterprise sales methodologies, with MEDDPICC strongly preferred, and the ability to coach sellers on how to apply them in real deal scenarios.

- Proven experience partnering directly with senior sales leadership as a strategic advisor, not just a program executor, with the ability to influence and drive alignment across stakeholders.

- Experience building greenfield or early-stage enablement programs for an upmarket or enterprise segment, including onboarding, skills certification, and ongoing field enablement.

- Strong analytical skills, with the ability to use data and field insights to diagnose problems, measure impact, and continuously improve programs.

- Excellent communication and facilitation skills, with the ability to deliver high-impact learning experiences and earn credibility with experienced, senior-level sellers.

- Proficiency with enablement tools and the broader GTM tech stack, including Gong, Salesforce, and content or learning management platforms such as Highspot, Seismic, or Workramp.

- Build deep trust with Upmarket AE leadership quickly, acting as a true thought partner who is embedded in the business, understands the enterprise sales motion inside and out, and proactively brings solutions, not just programs.

- Balan