FullTime
Remote
SaaS
ashby
About this role
At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease.
Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. [Tokyo, Japan based role]As Vanta continues to grow, winning in the International markets will be critical. We’re just starting to establish our Japan presence, and we need talented, customer-focused Account Executives who are excited to help build our Japan foundation.
We're building a Sales team with Account Executives who will take ownership of their entire sales cycle, build our sales motion as we create our Japan presence, and distinguish Vanta as best-in-class to prospects in a burgeoning competitive landscape.Vanta is growing quickly, we're profitable, and we're continually outpacing our growth targets while maintaining very strong NPS scores.
Our Sales team is leading the charge in exceeding our revenue goals and growing our market share as the industry leader in compliance and security in the US, and it’s time to do it internationally.If this sounds like you, and you’re excited to be a part of our founding sales team in Japan, we'd love to hear from you.
What you’ll do as an Account Executive at Vanta:Identify high-potential business verticals to develop and execute outbound strategies to engage them with VantaTurn our inbound demand into closed-new business and happy Vanta customersManage our sales pipeline, improving and maturing our sales process and playbookDefine and communicate the specific
benefits of Vanta appropriate for each customer, including making sales materials and demosCollect insights from prospects for our product development processHelp us grow the market by exploring new partnership opportunities, attending industry events and building awarenessHow to be successful in this role:Have had a closing a
Selling Motion
Prospecting
Hybrid
Mix of inbound leads and outbound prospecting
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Vanta, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
This remote-friendly role based in JP provides geographic flexibility while maintaining access to a SaaS market.
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