Manager, Commercial Sales (APAC)

As the Manager, Commercial Sales at Vanta, you will take charge of leading and developing a sales team focused on the APAC region. Your main responsibilities include crafting strategic sales initiatives, overseeing performance management, and collaborating with cross-functional teams to enhance customer engagement and drive sales. You will also actively participate in coaching your team and implementing effective sales strategies.

To be considered for the Manager, Commercial Sales position at Vanta, you should have a minimum of 3+ years of experience managing sales teams in a SaaS environment. A hands-on approach to leadership, strong analytical skills, and familiarity with value-based selling methodologies are essential. Excellent communication skills and the ability to thrive in a fast-paced, dynamic setting are also highly valued.

Vanta fosters an inspiring environment for the Commercial Sales team by focusing on continuous improvement and coaching. As a Manager, your role will involve analyzing sales data, providing actionable insights, and offering real-time support through direct involvement in sales activities. Vanta values collaborative culture and will aid in your team's growth through various development opportunities.

At Vanta, the Manager, Commercial Sales position comes with an industry-competitive salary and equity options. Additionally, you will enjoy a healthcare stipend, a generous parental leave policy, a wellness stipend, and various other employee benefits designed to foster a healthy work-life balance.

Vanta is committed to creating an inclusive and diverse workplace for all employees, including those in the Manager, Commercial Sales role. The company encourages applicants from different backgrounds and focuses on providing a fair and equitable environment regardless of race, gender identity, age, religion, sexual orientation, or any other protected class.

In responding to this question, highlight your coaching abilities and hands-on approach to leadership. Share specific examples of how you've guided your team members through challenges, upskilled them in sales techniques, and ultimately driven team success. Including metrics of enhanced performance can significantly strengthen your answer.

Begin by discussing your understanding of value-based selling and providing examples of strategies you've developed and implemented to boost sales figures. Show your ability to adapt strategies in response to market data, emphasizing results achieved in specific scenarios.

When answering this question, illustrate your coaching and mentoring approach. Discuss how you assess the root cause of underperformance, work one-on-one with the team member to develop a personalized improvement plan, and create an environment that encourages growth and accountability.

Identify key performance indicators such as revenue growth, sales cycle length, conversion rates, and team productivity measures. Explain why these metrics are vital for driving strategy and optimizing team performance, supporting your insights with examples from your past.

Provide a specific example demonstrating your adaptability. Discuss the market changes you faced, the actions you took to reevaluate the existing strategies, and how that led to achieving or exceeding sales targets. Show that you are data-driven and proactive in finding solutions.

Explain your approach to creating a balanced sales strategy. Consider discussing how you assess market data and trends to determine where to focus efforts, as well as describe any frameworks or methodologies you've employed successfully in previous roles.

Elaborate on your experience with value-selling frameworks such as MEDDPICC. Provide examples of how you have applied these methodologies to real-world scenarios, emphasizing the positive impact on negotiations and sales outcomes, thus showing your expertise.

Illustrate how you promote cross-functional collaboration effectively. Share instances where you've worked with marketing, product, or customer success teams to develop integrated strategies and the benefits it yielded on overall sales performance.

Choose a specific scenario where you faced a considerable challenge. Explain the steps you took to analyze the situation, engage your team, and implement solutions that led to overcoming the obstacle and achieving successful outcomes.

Discuss your insights into current trends in the SaaS sales landscape, such as the rise of remote work or changes in buying behavior. Emphasize how you stay informed about industry shifts and how you adapt your approach accordingly to ensure ongoing success.