Director of Sales, Commercial Upmarket - NAMER

As the Director of Sales, Commercial Upmarket at Vanta, you will build a team culture of customer value, high performance, and accountability. You will hire and develop a team of expert Managers who can recruit, coach, and develop top AE talent to consistently achieve new logo goals. You'll define and operationalize the GTM strategy for the Upmarket Commercial segment, including segmentation, ICP, value proposition, buyer personas, and competitive positioning. You will design and implement repeatable playbooks for prospecting, qualification, discovery, value articulation, objection handling, and closing. You'll deliver an accurate weekly forecast for new logo bookings and pipeline health, and develop enablement programs that ensure your team is expert in Vanta’s products, our space, and the skills required for world-class AE performance. You will drive adoption of proven sales methodologies and represent Vanta at industry events, thriving in a fast-paced, startup environment and contributing to transformational change.