Account Executive, Startups - EMEA - job 1 of 2

As an Account Executive, Startups - EMEA at Vanta, you’ll be responsible for managing the entire sales cycle from initial contact to closing. This involves identifying promising business verticals, executing targeted outbound strategies, and converting inbound leads into new clients. You’ll also focus on developing tailored sales materials, collecting insights for product development, and expediting deals within a 30-day timeframe to maintain customer satisfaction.

To apply for the Account Executive, Startups - EMEA role at Vanta, candidates should have at least 12 months of experience in a closing, quota-carrying sales role, especially within the B2B SaaS sector. It's important to demonstrate a track record of exceeding sales targets, alongside strong technical competency to effectively communicate Vanta’s software solutions to clients.

Success in the Account Executive, Startups - EMEA position at Vanta is measured by your ability to meet and exceed monthly and quarterly sales targets, effectively managing your sales pipeline, and building strong relationships with prospects. Your role will involve not only closing deals but also ensuring long-term customer retention through empathy and exceptional service.

At Vanta's Dublin office, Account Executives work in a dynamic hybrid environment, with in-office days scheduled for Tuesday, Wednesday, and Thursday. The culture is collaborative, focusing on team building and inclusivity. Employees enjoy engaging activities, workshops, and support for professional growth, making it a vibrant place to work.

As an Account Executive, Startups - EMEA at Vanta, you will receive a competitive salary and equity in the company. Benefits include comprehensive medical, dental, and vision coverage, generous parental leave, health and wellness stipends, commuter benefits, and 25 days of paid time off. Vanta's commitment to employee well-being creates a supportive work-life balance.

In managing a full sales cycle, you should focus on outlining your methodologies for prospecting, nurturing leads, and closing deals. Highlight specific tools you've used, strategies that yielded success, and how you tackled challenges throughout this process. Be ready to discuss real examples of achieving sales goals.

Effective strategies include utilizing market research tools to identify high-potential business verticals, analyzing trends in the SaaS space, and leveraging social media for outreach. You should also mention any experience in networking or attending industry events to build valuable connections.

Building relationships with technical prospects requires empathy and understanding of their challenges. Discuss how you customize your communication to align with their needs, use technical language that they relate to, and provide insights that demonstrate your expertise. Highlight any success stories of long-term partnerships you've established.

Handling objections effectively involves active listening and a proactive approach. Share how you validate their concerns and provide clear, fact-based responses that address their hesitations. Emphasize your strategies for turning objections into opportunities, and provide examples of when this approach has led to a successful close.

Discuss your familiarity with CRM tools, detailing how you manage customer data, track progress in your sales pipeline, and analyze performance metrics. Being well-versed in CRM demonstrates your organizational skills and helps you stay on top of follow-ups and opportunities.

When discussing how you exceeded your sales targets, be specific about the strategies you implemented. Include quantifiable results such as percentages or revenue figures, and outline what unique actions led to this success. This will showcase your drive and ability to achieve challenging goals.

Prioritizing tasks effectively is crucial in sales. Explain how you assess the value and urgency of each opportunity, possibly using a matrix or criterion-based system. Share examples of tools or methods that help you manage your time and continuously follow up with priorities efficiently.

Turning inbound leads into closed sales often requires a tailored approach. Discuss your strategies for responding promptly, having detailed product knowledge, and being able to nurture those leads through personalized follow-ups. Share any metrics that highlight your success in this area.

Contributing feedback should focus on how you gather and communicate insights from clients effectively. Share methods you use, such as surveys or direct discussions, as well as how you ensure that your team's voice reaches the product development team, fostering a culture of continuous improvement.

Discuss what personally drives you, whether it’s the thrill of closing deals, the relationships built, or the challenge of achieving targets. Passion for product and confidence in the solution also inspire motivation. Being connected to Vanta’s mission can enhance your drive as well.