Manager, Sales (Velocity)

As the Manager, Sales at Vanta, you'll be overseeing a dynamic team of Account Executives within the SMB market. Your primary responsibilities will include team leadership and development, where you'll coach team members to help them achieve their sales targets. You'll also be expected to develop and refine effective sales strategies to boost market presence and revenue growth, engage closely with cross-functional teams, and utilize sales performance data to identify opportunities for improvement.

To thrive as a Manager, Sales at Vanta, candidates need a minimum of 1+ years of experience managing sales teams in a SaaS environment, with proven hands-on leadership in a fast-paced setting. A strong analytical mindset is essential, as is the ability to communicate effectively across various levels of the organization. Candidates should also demonstrate creativity and independence in problem-solving.

In the role of Manager, Sales at Vanta, you will directly contribute to our mission to secure the internet by leading a sales force that empowers businesses with enhanced compliance solutions. Your leadership will inspire Account Executives to connect with SMB clients, fostering relationships that result in improved security practices. By refining sales strategies and leveraging cross-team collaborations, you will help increase awareness and implementation of Vanta’s cutting-edge security products.

Vanta promotes a work culture grounded in inclusivity, collaboration, and continual development. As a Manager, Sales, you will lead a talented team in an environment that values diverse backgrounds and innovative thinking. Supportive colleagues and a shared commitment to the mission of securing the internet create an inspiring workplace where everyone’s contributions are recognized.

As a Manager, Sales at Vanta, you will receive a competitive compensation package, including fully-covered medical, dental, and vision benefits, flexible work hours, an open PTO policy, and generous parental leave. The role also includes a 401(k) matching plan and additional perks aimed at supporting your wellness and work-life balance, making Vanta an attractive place to grow your career.

When discussing your leadership approach in a sales environment, it's beneficial to emphasize your hands-on style. Highlight your experience in directly coaching team members, demonstrating how you've previously guided sales teams through challenges by jointly engaging in sales calls and fostering accountability. Showcasing your commitment to developing your team's skill set through regular feedback and support will resonate well with the interviewers.

To drive sales growth at Vanta, emphasize a balanced approach to both inbound and outbound sales activities. Discuss specific strategies you've implemented in previous roles, such as leveraging market data to identify key opportunities and fostering collaboration with marketing teams to enhance leads. Sharing success stories will demonstrate your hands-on knowledge and strategic mindset.

When addressing a successful sales campaign, detail the planning, execution, and results. Discuss how you identified target markets, the strategies used, the challenges faced, and how you motivated your team throughout the process. Including specific metrics will help illustrate the success of your campaign and your leadership impact.

To handle underperformance, discuss your collaborative approach. Emphasize how you would analyze performance metrics, identify areas of concern, and implement actionable plans. Share how you prioritize open communication and ongoing coaching to uplift team members, showing that you're invested in their success while meeting overall sales targets.

Cross-functional collaboration is crucial for a Manager, Sales at Vanta. Discuss how working closely with marketing, product, and customer success teams helps align sales strategies with company goals. Share examples where collaboration led to enhanced customer engagement and increased sales, highlighting the importance of teamwork in achieving organizational objectives.

When discussing sales metrics, prioritize those that drive revenue and reflect team performance. Metrics such as conversion rates, sales cycle length, and customer acquisition cost are vital as they provide insights into both the effectiveness of your sales strategies and the efficiency of the team. Explain your reasoning for focusing on these metrics and how they've guided your decision-making in the past.

In response to unexpected market changes or internal shifts, clearly articulate a specific instance where you had to pivot your sales strategy. Discuss the situation, the adjustments made, and the outcome. Showing adaptability and quick problem-solving demonstrates your strategic mindset and readiness to face challenges, which is crucial for the Manager, Sales position.

To foster a culture of success, discuss your plans for promoting accountability, recognition, and continuous learning within the team. Share the initiatives you've implemented in the past that encouraged innovation, teamwork, and individual growth. Highlighting how you celebrate successes and learn from failures will reflect your commitment to nurturing a positive sales environment.

When discussing challenges in sales leadership, mention aspects such as managing team dynamics, motivating team members through changes or disappointments, and staying adaptable in a competitive market. Share strategies you've employed to address these challenges, demonstrating resilience and emphasizing your proactive approach to maintaining a high-performing team.

To stay informed about industry trends, highlight your commitment to continuous learning and research. Discuss how you regularly engage with industry reports, attend conferences, or participate in online forums that focus on SaaS and cybersecurity. Your proactive approach to staying relevant will signal your dedication to leading your sales team with the best information available.