Senior Revenue Enablement Manager, Upmarket

Job description

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.