Senior Revenue Excellence Manager

What you’ll do as a Senior Revenue Excellence Manager at Vanta

• 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.

How to be successful in this role

• 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 frameworks for executive audiences and drive adoption across a distributed, high-performing revenue team.
• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

What you can expect as a Vanta’n

• Industry-competitive salary and equity
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting
• Flexible PTO policy, plus 80 hours of Sick Time
• 11 company-paid holidays
• Virtual team building activities, lunch and learns, and other company-wide events!
• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

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At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

If you are being referred for the role, please contact that person to apply on your behalf