高级收入赋能经理，高端市场
Senior Revenue Enablement Manager, Upmarket
在 Vanta，我们的使命是帮助企业在赢得信任的同时证明信任。我们相信安全应持续监控和验证，我们赋能企业更好地实践安全，并轻松证明其安全性。Vanta 有一支善良且才华横溢的团队，虽然一些人有之前的安全经验，但许多人没有该经验也能在 Vanta 取得成功。
随着 Vanta 向企业市场推进，上层客户销售经理（Upmarket Account Executive）团队是增长的核心，而这个职位是推动这一进程的专属赋能伙伴，使这一过程更快、更精准、更具可扩展性。作为支持我们上层客户销售团队的高级收入赋能经理，你将作为销售经理领导层真正的战略思考伙伴，帮助设计和构建在复杂企业销售环境中获胜所需的赋能基础设施。这是一个高度自主的职位，它塑造了 Vanta 最关键的销售人员如何学习、成长和表现。
在 Vanta 担任高级收入赋能经理的工作内容包括：
- 作为上层客户销售经理领导层（包括总监和一线经理）的专属战略合作伙伴，深入了解上层客户 GTM 策略，并主动识别赋能可以对管道和收入产生可衡量影响的领域。
- 构建并维护一系列高质量的赋能资源，包括销售手册、交易策略框架、客户规划工具和竞争定位指南，使销售代表能够在企业层面进行有效接触并赢得交易。
- 设计并交付企业级销售方法论项目，如 MEDDPICC 和 Command of the Message，并将其嵌入到上层客户销售团队的日常实践中。
- 通过 Gong、Salesforce 和直接现场观察的数据进行持续的需求评估，识别能力差距并据此优先安排赋能路线图。
- 与收入运营、产品营销、产品管理和解决方案工程跨职能合作，确保上层客户销售代表能够及时获得高质量的内容和信息，反映 Vanta 不断演进的企业定位。
- 定义、跟踪并报告与销售代表生产力、入职时间、配额达成率和上层客户细分管道健康状况直接相关的赋能效果指标。
- 通过作为上层客户销售团队的声音，影响更广泛的赋能策略，揭示趋势、差距和机会，以促进 GTM 组织内更明智的决策。
查看英文原文
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.
As Vanta continues its push into the enterprise, the Upmarket Account Executive team is at the center of that growth, and this role is the dedicated enablement partner making that motion faster, sharper, and more scalable. As a Sr. Revenue Enablement Manager supporting our Upmarket AE organization, you'll operate as a true strategic thought partner to AE leadership, helping design and build the enablement infrastructure needed to win in complex, enterprise sales environments. This is a high-autonomy role that shapes how Vanta's most strategic sellers learn, grow, and perform.
What you’ll do as a Sr. Revenue Enablement Manager at Vanta:
- Serve as a dedicated strategic partner to Upmarket AE leadership, including directors and frontline managers, to deeply understand the upmarket GTM motion and proactively identify where enablement can drive measurable impact on pipeline and revenue.
- Build and maintain a suite of high-quality enablement resources, including playbooks, deal strategy frameworks, account planning tools, and competitive positioning guides, that equip AEs to engage and win at the enterprise level.
- Design and deliver enterprise-grade sales methodology programs, such as MEDDPICC and Command of the Message, and embed them into the day-to-day practices of the Upmarket AE team.
- Conduct continuous needs assessments, drawing on data from Gong, Salesforce, and direct field observation, to identify capability gaps and prioritize the enablement roadmap accordingly.
- Partner cross-functionally with Revenue Operations, Product Marketing, Product Management, and Solutions Engineering to ensure Upmarket AEs have timely, high-quality content and messaging that reflects Vanta's evolving enterprise positioning.
- Define, track, and report on enablement effectiveness metrics that connect directly to AE productivity, ramp time, quota attainment, and pipeline health for the upmarket segment.
- Influence the broader enablement strategy by acting as the voice of the Upmarket AE field, surfacing trends, gaps, and opportunities to enable smarter decisions across the GTM organization.
How to be successful in this role:
- 8+ years of experience in revenue enablement, sales enablement, or a closely related GTM role, with a strong track record of supporting complex, enterprise sales organizations.
- Deep expertise in enterprise sales methodologies, with MEDDPICC strongly preferred, and the ability to coach sellers on how to apply them in real deal scenarios.
- Proven experience partnering directly with senior sales leadership as a strategic advisor, not just a program executor, with the ability to influence and drive alignment across stakeholders.
- Experience building greenfield or early-stage enablement programs for an upmarket or enterprise segment, including onboarding, skills certification, and ongoing field enablement.
- Strong analytical skills, with the ability to use data and field insights to diagnose problems, measure impact, and continuously improve programs.
- Excellent communication and facilitation skills, with the ability to deliver high-impact learning experiences and earn credibility with experienced, senior-level sellers.
- Proficiency with enablement tools and the broader GTM tech stack, including Gong, Salesforce, and content or learning management platforms such as Highspot, Seismic, or Workramp.
- Build deep trust with Upmarket AE leadership quickly, acting as a true thought partner who is embedded in the business, understands the enterprise sales motion inside and out, and proactively brings solutions, not just programs.
- Balance strategic thinking with a bias for action. You're comfortable operating in ambiguity, designing scalable infrastructure while also rolling up your sleeves to execute when it matters.
- Use data to tell a story. Connect enablement activity to business outcomes and communicate impact clearly to both field stakeholders and Enablement leadership.
- Stay close to the field. Spend time listening to calls, sitting in on deal reviews, and building relationships with AEs and FLMs to ensure everything you build is grounded in real-world context.
- 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.
#LI-remote
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.
About Vanta
We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.
Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.
Referral Instructions
If you are being referred for the role, please contact that person to apply on your behalf.