Job Overview
Location
London, UK
Job Type
Full-time
Category
Sales
Date Posted
March 21, 2026
Full Job Description
đź“‹ Description
- • As the Director, Channel & Alliances for EMEA at Vanta, you will lead the strategic development and execution of the company’s partner ecosystem across Europe, the Middle East, and Africa, directly contributing to revenue growth, market expansion, and customer success by enabling trusted technology and service partners to deliver Vanta’s Trust Management Platform at scale.
- • You will own the full lifecycle of partner relationships—from identifying and onboarding new strategic alliances with system integrators (SIs), value-added resellers (VARs), managed service providers (MSPs), auditor partners, and technology vendors to deepening existing partnerships through joint business planning, co-selling motions, and shared go-to-market initiatives that drive measurable pipeline, revenue, and customer outcomes.
- • You will build, mentor, and scale a high-performing channel team across EMEA, fostering a culture of accountability, continuous learning, and AI-enabled efficiency while ensuring partners are enabled, satisfied, and aligned with Vanta’s mission to help businesses earn and prove trust through continuous security and compliance automation.
- • You will collaborate closely with global GTM, Sales, Marketing, Product, Enablement, and Revenue Operations teams to create seamless partner and customer experiences, influence Vanta’s evolving partner strategy, and represent the company at industry events and partner forums as a trusted executive leader.
- • You will drive measurable business impact by owning quarterly and annual pipeline, revenue, and engagement targets for the EMEA channel, leveraging data-driven forecasting, rigorous deal inspection, and value-based selling frameworks like MEDDIC to ensure consistent overachievement and sustainable growth in a high-velocity, innovative environment.
- • You will advance your leadership expertise by scaling a complex partner ecosystem in a fast-growing SaaS company, refining your ability to negotiate intricate commercial agreements, design incentive structures, and build mutual accountability frameworks that deliver long-term value for Vanta, its partners, and joint customers.
🎯 Requirements
- • Proven experience driving channel sales and partnership development, preferably within the SaaS, cybersecurity, compliance, or trust management space, with a track record of building and scaling partner ecosystems across EMEA or similar complex markets.
- • Demonstrated success in negotiating complex partnership agreements, including commercial terms, revenue sharing models, margin structures, SLAs, and rules of engagement, with experience aligning legal, finance, and product teams to execute deals at scale.
- • Strong command of key sales and channel metrics (pipeline velocity, win rates, deal size, partner-sourced revenue, CAC, LTV) and a history of accurate forecasting and consistent overachievement against quarterly and annual revenue targets.
- • Experience coaching and developing teams using value-based selling methodologies such as MEDDIC, Command of the Message, or similar frameworks, with a focus on enabling partners to execute complex enterprise sales cycles.
- • Executive presence and exceptional communication skills, with the ability to influence C-level stakeholders at partner organizations, represent Vanta at industry forums, and convey complex value propositions clearly and persuasively in both written and verbal formats.
- • Proven ability to recruit, hire, retain, and develop top talent, with a strong eye for potential and a commitment to advancing the careers of managers and individual contributors through mentorship, feedback, and growth opportunities.
🏖️ Benefits
- • Industry-competitive base salary and equity package designed to reward impact and long-term ownership in a high-growth, mission-driven company.
- • 100% covered medical, dental, and vision insurance for employees and dependents, ensuring comprehensive healthcare access with no out-of-pocket premiums.
- • 16 weeks of paid parental leave for all new parents, regardless of gender or adoption status, supporting work-life integration and family well-being.
- • Annual health and wellness stipend, remote workspace allowance, internet and mobile phone reimbursement, and commuter benefits for office-based employees in London.
- • Pension matching, 25 days of annual leave per year, unlimited sick time, and 8 company-paid holidays to support rest, recovery, and long-term sustainability.
- • Access to Vanta’s global office network (SF, NYC, London, Dublin, Tel Aviv, Sydney) and regular virtual team-building events, lunch-and-learns, and company-wide gatherings to foster connection and culture.
Skills & Technologies
Remote
About Vanta, Inc.
Vanta is a San Francisco-based compliance automation platform that helps businesses obtain and maintain SOC 2, ISO 27001, HIPAA, GDPR and other security certifications. Its cloud service continuously monitors infrastructure, collects audit evidence, runs automated tests and produces auditor-ready reports, reducing the manual effort and cost of demonstrating security posture to customers and regulators. Founded in 2017, the company primarily serves high-growth SaaS startups and mid-market technology firms.
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