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 seeking a Sr. Revenue Excellence Manager to join our Revenue Enablement team.
As our most senior individual contributor in this space, you'll define the frameworks, processes, and playbooks that shape how Vanta’s revenue organization operates — from sales methodology and team selling to Rules of Engagement, pre-to-post sales handoffs, and the end-to-end customer journey.
This is a rare opportunity to be the strategic architect behind how one of the fastest-growing security companies executes as a revenue team.
- Own and evolve Vanta’s core sales methodology, ensuring a consistent, scalable approach to how revenue teams engage with prospects and customers across every segment and motion.
- Define and codify Vanta’s team selling model, establishing clear norms and practices for how pre-sales, sales, and post-sales teams collaborate to win and retain customers.
- Develop and maintain Rules of Engagement across the selling team, providing clarity on roles, responsibilities, and decision rights across functions and segments.
- Design and operationalize pre-to-post sales handoff processes that create seamless transitions, reduce churn risk, and ensure customers experience a consistent, high-quality journey from first touch to expansion.
- Map and continuously refine the end-to-end customer journey, identifying gaps and high-impact moments across the revenue lifecycle and driving programs to address them.
- Define, document, and maintain Vanta’s sales process, translating strategy into repeatable, structured frameworks that enable sellers at every level to execute with confidence.
- Coach and develop revenue leaders to bring these concepts to life within their teams — building the capability, confidence, and habits needed to model and reinforce the right behaviors across the organization.
- Partner with Revenue Enablement leadership and cross-functional stakeholders to prioritize and drive the most impactful revenue excellence initiatives across the GTM organization.
- Serve as a thought leader and subject matter expert, informing how Vanta’s revenue operating model evolves as the business scales.
- Have 10+ years of experience in revenue enablement, sales strategy, or a closely related field, with a demonstrated ability to shape how a revenue organization operates at scale.
- Deep expertise in sales methodology — including frameworks such as MEDDPICC, Command of the Message, or similar approaches — and the ability to assess, adapt, and implement the right model for a given business context.
- Proven experience developing team selling frameworks, Rules of Engagement, and pre-to-post sales handoff processes across complex, cross-functional revenue organizations.
- Ability to operate at both the strategic and operational level — comfortable defining high-level frameworks and translating them into structured, actionable processes that get adopted across a large team.
- Strong cross-functional influencer with a track record of building alignment across sales, post-sales, revenue operations, and enablement without direct management authority.
- Experience coaching and developing revenue leaders, with the ability to translate complex frameworks into tangible behaviors and create accountability for adoption at the leadership level.
- Track record of driving measurable impact through program design, process development, and organizational change management.
- Exceptional written and verbal communication skills, with the ability to distill complex f
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