About the job
At Vanta, our mission is to empower businesses to establish and showcase trust through continuous security monitoring and verification. We believe that security should be an ongoing practice, and we equip companies to enhance their security measures effortlessly. Our team is composed of kind and talented individuals; while some have backgrounds in security, many have thrived at Vanta without prior experience in the field.
In this pivotal role, you will become an integral part of the Growth team at Vanta, taking full ownership of our Sales Chat initiative and building a robust pipeline driver from the ground up.
The Growth team is responsible for generating demand at Vanta by onboarding new customers and nurturing existing relationships. We are dedicated to developing and optimizing various channels, programs, and experiences that convert interest into actionable pipelines, encompassing everything from paid advertising and lifecycle marketing to in-app interactions and live sales dialogues.
You will determine the placement of chat, its operational functionality, team management, and the metrics for success. Collaborating closely with the Paid, Lifecycle, Product, Support, and Sales teams, you will convert high-intent traffic into qualified opportunities via swift, human, and well-directed conversations, with ample room for experimentation, iteration, and validation of this channel’s revenue-driving potential.
Your Responsibilities as Senior Manager of Growth at Vanta:
Lead the comprehensive Sales Chat strategy across web and product entry points, focusing on converting high-intent visitors into a qualified pipeline.
Determine optimal chat deployment locations, supporting pages, and customer journeys while discerning when chat adds value.
Design and execute a complete chat program, encompassing operational hours, representative coverage, lead transfer protocols, and follow-up workflows.
Create the necessary analytics frameworks to monitor chat performance, including metrics such as chat open rates, response times, representative engagement, conversion to meetings, and their effects on the pipeline.
Conduct structured experiments to enhance coverage, lead quality, response times, and handoff success, utilizing clear test designs that quantify business outcomes.
Collaborate with Paid and SEO teams to connect high-performing traffic sources with live chat functionality.
Work with the Product and Support teams to integrate chat into relevant in-app moments, ensuring qualified leads are efficiently directed without being trapped in support processes.
Establish clear guidelines regarding the use of AI or chatbots, prioritizing prompt and helpful human interactions for qualified leads.