Senior Revenue Excellence Manager

About the role

This role is for a senior individual contributor focused on defining and improving how Vanta's revenue-generating teams operate. You will be responsible for creating the foundational processes and guidelines that govern sales methodology, team collaboration, customer engagement, and the overall customer experience. This is a key position to shape the operational effectiveness of a rapidly expanding security company.

Key facts

What you'll do

• Develop and refine Vanta's primary sales approach to ensure a consistent and scalable method for revenue teams to interact with potential and current clients across all market segments.
• Establish and document Vanta's model for team selling, outlining clear practices for how pre-sales, sales, and post-sales departments work together to secure and retain customers.
• Create and manage guidelines for team interactions within the sales department, clarifying roles, duties, and decision-making authority across different functions and segments.
• Design and implement processes for smooth transitions between pre-sales and post-sales stages to minimize customer churn and ensure a unified, high-quality customer journey from initial contact through expansion.
• Map and continuously improve the entire customer lifecycle, identifying areas for enhancement and critical interaction points within the revenue process, and initiating programs to address these.
• Define, document, and maintain Vanta's sales workflow, translating strategic goals into structured, repeatable frameworks that empower sales representatives at all levels.
• Guide and mentor revenue leaders to effectively implement these concepts within their teams, fostering the skills, confidence, and habits necessary to promote and reinforce desired behaviors throughout the organization.
• Collaborate with Revenue Enablement leadership and other departments to prioritize and execute the most impactful revenue excellence initiatives across the go-to-market organization.
• Act as a subject matter expert and thought leader, contributing to the evolution of Vanta's revenue operating model as the company grows.

Requirements

• A minimum of 10 years of experience in revenue enablement, sales strategy, or a similar field, with a proven ability to influence and structure the operations of a scaling revenue organization.
• Profound knowledge of sales methodologies, including frameworks like MEDDPICC, Command of the Message, or comparable systems, and the capacity to evaluate, adapt, and implement suitable models for different business environments.
• Demonstrated experience in creating team selling structures, rules of engagement, and pre-to-post sales transition processes within complex, cross-functional revenue departments.
• The ability to operate effectively at both a high strategic level and a detailed operational level, comfortable defining broad frameworks and translating them into structured, actionable processes that gain widespread adoption.
• Strong ability to influence stakeholders across different departments, with a history of building consensus among sales, post-sales, revenue operations, and enablement teams without direct managerial oversight.
• Experience in coaching and developing revenue leaders, with the skill to translate complex concepts into observable actions and establish accountability for adoption at the leadership level.
• A history of achieving tangible results through program design, process development, and organizational change management.
• Excellent written and verbal communication skills, capable of presenting complex frameworks to executive audiences and driving adoption within a distributed, high-performing revenue team.
• Must be authorized to work in the U.S. and not require future employer sponsorship.
• Openness to using AI to enhance skills and work output, showing curiosity, a desire to learn, and sound judgment in applying AI responsibly for improved efficiency and impact.

Skills & tools

• Sales Methodologies (e.g., MEDDPICC, Command of the Message)
• Process Design and Documentation
• Cross-functional Collaboration and Influence
• Revenue Operations
• Sales Enablement
• Change Management
• AI Tools for Productivity

Practical notes

• This role is fully remote within the United States.
• Vanta offers comprehensive benefits including medical, dental, and vision insurance, a 401(k) plan with matching contributions, and a flexible paid time off policy.
• Parental leave of 16 weeks is provided for all new parents.
• A stipend for health and wellness, as well as for remote workspace and internet, is included.
• Commuter benefits are available for employees working from the San Francisco and New York City offices.
• Family planning benefits are offered.
• The application deadline is not specified.