解决方案工程经理 - 欧洲、中东和非洲地区
Manager, Solutions Engineering - EMEA
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，我们赋能企业实践更佳的安全措施，并轻松地加以证明。Vanta 有一支善良且才华横溢的团队，虽然一些成员有之前的安全经验，但许多人在没有相关经验的情况下也在 Vanta 取得了成功。
你将领导 Vanta 在 EMEA 地区的解决方案工程团队，覆盖增长和商业板块，打造一支由八名 SE 组成的团队，同时推动我们的技术销售模式发展，并助力公司在 Vanta 最优先的地区实现增长。
在 Vanta，解决方案工程位于产品、技术和销售的交汇点。SE 团队与客户经理合作，推动技术胜利，主导发现过程，并使客户需求与 Vanta 的能力之间的真实匹配成为可能，将合格机会转化为收入。在 EMEA，这意味着在广泛而多样的市场中运作：从西欧的成熟金融和技术中心到中东、以色列和南欧的新兴机会，每个地区都有不同的监管环境、GRC 成熟度水平和购买行为。团队需要在所有这些地区都具备可信的表现。
该经理负责增长和商业 SE 团队，这是一支由八名 SE 组成的团队，覆盖一个快速变化、高优先级的地区。SE 模式正在从可重复演示的方法向正确的交易中更具咨询性、基于价值的模型转变，同时在仍需速度和规模的地方保持其优势。这份工作的重点是同时发展团队和模式。
在 Vanta 担任解决方案工程经理，你将：
- 领导和发展 SE 团队：管理增长和商业板块中的八名 SE，建立现有的运营节奏，并制定一种提升个人表现和团队技能的辅导频率
- 推动 SE 模式的演变：与你的团队和 EMEA 销售领导合作，将正确的交易中的可重复演示方法转向更具咨询性和价值导向的参与模式，同时在仍需速度和规模的地方保持其优势
- 定义良好的技术互动方式：建立并迭代发现、演示质量和 POC 方法的指南，使团队能够复制并随着模式成熟而不断优化
- 加强 EMEA 地区的 SE-AE 合作：与 AE 领导紧密合作，确保 SE 的贡献得到充分认可
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.
You'll lead Vanta's EMEA Solutions Engineering team across the Growth and Commercial segments, developing a strong group of eight SEs while evolving our technical sales motion and helping drive growth in one of Vanta's highest-priority regions.
Solutions Engineering at Vanta sits at the intersection of product, technical, and sales. The SE team works alongside Account Executives to drive technical wins, lead discovery, and make the fit between customer needs and Vanta's capabilities real, converting qualified opportunities into closed revenue. In EMEA, that means operating across a wide and diverse market: from established financial and technology hubs across Western Europe to emerging opportunities across the Middle East, Israel, and Southern Europe, each with different regulatory contexts, GRC maturity levels, and buying behaviours. The team needs to show up credibly across all of them.
This manager leads the Growth and Commercial SE team, a group of eight SEs spanning a fast-moving, high-priority region. The SE motion is actively evolving from a repeatable demo approach toward a more consultative, value-based model in the right deals, while preserving speed and volume where that remains the right answer. The job is to develop the team and the motion together.
What you’ll do as a Manager, Solutions Engineering at Vanta:
- Lead and develop the SE team: manage eight SEs across the Growth and Commercial segments, build on the existing operating rhythm, and establish a coaching cadence that elevates individual performance and team craft
- Drive the evolution of the SE motion: work with your team and EMEA sales leadership to shift from a repeatable demo approach to a more consultative, value-based engagement model in the right deals, while maintaining speed and volume where that remains the right answer
- Define what good technical engagement looks like: build and iterate on playbooks for discovery, demo quality, and POC approach that the team can replicate and refine as the motion matures
- Strengthen the SE-AE partnership across EMEA: work closely with AE leadership to ensure SE contribution is well-integrated into the sales motion and coach SEs to show up as trusted technical advisors, not just demo operators
- Lead AI adoption and modern tooling across the team: model hands-on AI use, identify where AI improves SE efficiency, and build team processes around it, coaching people through adoption rather than mandating it
- Own team performance and reporting: track and improve key SE metrics including technical win rates, deal attachment, pipeline influence, and team capacity, and give leadership clear visibility into performance and investment priorities
- Own the team's growth: partner with recruiting to define SE hiring profiles, play an active role in the interview process, and ensure new hires are set up to contribute to the team's direction and culture
How to be successful in this role:
- Prior experience managing a Solutions Engineering team where people management (1:1s, performance conversations, hiring, team dynamics) is second nature, not something you're still working out; 3 to 5 years of SE management experience, with a total pre-sales or SE career of 7+ years
- Experience leading a team through the shift from a volume-based SE motion to a more consultative, value-based approach, including knowing when to preserve speed and demo-forward execution
- Genuine AI and modern tooling fluency: hands-on use in your own workflow and a track record of building team processes around AI tools, not just awareness of them
- EMEA market experience, including an understanding of the region's diversity in language, geography, GRC and compliance maturity, and how buyers across different markets approach security decisions
- Familiarity with GRC, compliance, or security SaaS; GDPR fluency is a meaningful plus
- Experience at a growth-stage B2B SaaS company where you've built processes that didn't exist before, without needing mature-org infrastructure to operate effectively
- Based in London, comfortable working in a hybrid model (3 days per week in office)
- 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
- 100% covered medical, dental, and vision benefits with dependents coverage
- 16 weeks paid Parental Leave for all new parents Health & wellness stipend
- Remote workspace, internet, and mobile phone stipend
- Commuter benefits for team members who attend the office
- Pension matching
- 25 days of Annual Leave per year and unlimited sick time
- 8 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
#LI-hybrid
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.