Senior Manager, Commercial Sales (EMEA) - job 1 of 2

As a Senior Manager, Commercial Sales at Vanta, you'll lead a team of Account Executives while focusing on delivering exceptional customer experiences in the SMB and Mid Market segments. Your role involves developing effective sales strategies, overseeing performance management, and collaborating closely with various department teams to drive extensive revenue growth and market presence.

To be successful as a Senior Manager, Commercial Sales at Vanta, you should have at least 3+ years of experience managing sales teams, particularly in a SaaS environment. Strong leadership, analytical skills, and an understanding of value-based selling methodologies are essential for steering your team towards achieving ambitious targets.

At Vanta, leadership is all about fostering a culture of success and continuous improvement. As a Senior Manager, Commercial Sales, you will provide direct coaching and be actively involved in sales activities, promoting a hands-on approach to developing your team’s skills and maximizing their potential.

The uniqueness of the Senior Manager, Commercial Sales position at Vanta lies in the combination of leading a talented sales team while promoting our mission of continuous security monitoring. The role allows you to work in a dynamic market with opportunities to innovate and refine sales strategies that really make an impact.

Senior Managers at Vanta can expect a competitive salary and equity offerings, along with comprehensive benefits that cover health, wellness, and parental leave. You’ll also enjoy 25 days of PTO, 10 company-paid holidays, and plenty of opportunities for career growth and team-building activities.

Vanta prides itself on creating an inclusive workplace where diverse talent is celebrated. As a Senior Manager, Commercial Sales, you will be part of a culture that encourages openness, collaboration, and respect for individuals from all backgrounds and experiences.

The growth opportunities for a Senior Manager, Commercial Sales at Vanta are expansive. As you develop your skills and lead your team towards achieving sales success, you also have access to various company-wide events, training programs, and a supportive environment that encourages personal and professional development.

When addressing underperformance, it's crucial to identify the root cause through direct communication and data analysis. I believe in leveraging coaching to turn challenges into growth opportunities, implementing tailored action plans to help team members meet their targets.

I focus on developing a balanced strategy that includes both inbound and outbound sales initiatives, ensuring that the team excels in generating leads through various channels. Continuous analysis of performance metrics allows me to refine strategies for maximum impact.

In my previous roles, I've utilized value-based selling methodologies, which involve understanding customer needs and aligning our solutions to provide tangible benefits. This fosters trust and makes it easier for customers to see the ROI of our services.

I encourage collaboration by fostering open lines of communication and facilitating joint sales calls or meetings where team members can share insights and strategies. This not only builds camaraderie but also allows us to learn from one another.

Essential KPIs for a sales team should include sales cycle length, conversion rates, and customer acquisition costs. These metrics provide a well-rounded view of performance and allow for informed decision-making to drive future strategies.

I led a successful change in our sales strategy by introducing a more structured approach to our outreach and follow-ups. By providing the team with specific timelines and accountability measures, we saw a 30% increase in lead conversions in just three months.

Maintaining a motivated team requires celebrating small wins and providing regular feedback. I also promote team-building activities and encourage career development discussions to help team members feel valued and engaged.

One of the most challenging aspects is managing diverse personalities and performance levels. It requires tailored approaches for coaching and development to ensure that every team member feels supported and empowered to excel.

Data is integral to my sales management approach. I analyze performance metrics to identify trends and areas for improvement, helping my team adapt quickly to changing market conditions and opportunities.

Building a robust outbound pipeline involves strategic prospecting and effective outreach techniques. I leverage tools for targeting ideal customers while continuously refining our messaging based on feedback and engagement metrics.