About
As the Chief Revenue Officer at Vanta, I am responsible for driving the company's growth…
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Stevie Case shared thisHyperbound has fundamentally changed the math in our organization. Everything at Vanta comes back to the math: Pipeline targets. Ramp time. Time to productivity. Last year, the math got scary. Pipeline targets went up by 70%. SDR team needed to grow by 4x. Dozens of new managers ramping at the same time We needed a way to immediately scale our coaching efforts and onboard these reps faster or else we wouldn't hit our goal. That's when we brought on Hyperbound and saw: 60% decrease in ramp time 30%+ decrease in time to pipeline Successfully 4x'd SDR team $125M pipeline influenced Without this shift, we wouldn't have hit our pipeline goals. To hit big goals, you have to change the math in big ways. And that's what Hyperbound did for us. Full case study here >> https://lnkd.in/gcbrzJjK
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Stevie Case reposted thisStevie Case reposted thisOkay last, but certainly not least to round out this hat trick of opportunities, I am looking for a right hand wo/man to help me design, build, and execute the strategy and operating rhythm for the Revenue Enablement Org at Vanta. If you are driven by efficiency, productivity, and get REALLY excited by words like "rigor" and "prioritization" - let's chat 🤣 I am also looking for a thought partner that is keen to experiment with AI to reimagine and modernize how collaboration comes to life. 🚀
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Stevie Case shared thisSome promotions feel inevitable in the best possible way. 🎉 Promoting Kelly Bray to SVP, Customer Success & Account Management at Vanta is one of those moments. In less than two years, Kelly has done something genuinely incredible: she built and scaled a world class global post-sales organization while improving pretty much every metric you can imagine (and setting new records along the way!) She did it all while also being our biggest AI transformation visionary at the company. She builds with the rigor of an operator, the vision of a strategist, and the heart of someone who deeply cares about both her customers and her people. What makes Kelly special isn't just what she built. It's how she leads. She thinks 12-24 months ahead while still being present for her team. She pushes for AI-native ways of working before most people are even asking the question. She creates the kind of clarity and culture that makes people want to do their best work. She's also just a genuinely good human. Collaborative, thoughtful, and someone who makes everyone around her better. Kelly, watching you build at Vanta has been one of the highlights of my career. This promotion is so well deserved. The best is still ahead. 💜
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Stevie Case posted thisThe leader of our Value Engineering team Alex Olesen shared an incredible call with me yesterday. I think it captures a major reason Vanta has seen so much growth. This was a post implementation business review. We were checking in with our customer to ensure we delivered on the value we committed to during the sale. The bigger conversation underneath the check in: how fast-growing enterprises build compliance and security programs that can actually scale with the business. We talked about: - Moving from audit sprints to continuous readiness - Using automation to reduce manual work - Creating stronger foundations for frameworks like CMMC and ISO 27001 - Accomplishing this without growing support functions linearly with the business That’s why this work matters. Compliance, risk, and governance are no longer just operational necessities. They’re becoming core enablers of growth. The ability to standardize documentation, automate workflows, and mature third-party risk management becomes a real business advantage. The best customer conversations are the ones that connect product adoption to long term enterprise value. We aim to bring expertise to the table to deliver this value, not just software. Shout out to our awesome VE crew including Jessica Liu, our stellar customer success & account management teams including Sarah Zaretsky & Ben Brandstatter, and our standout GRC experts that helps support our customers, especially Faisal Khan, CCSK, ISO Lead Auditor! And thank you to our thoughtful and creative customers who are advancing our thinking & challenging us in the best ways every day.
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Stevie Case shared thisI've been in GTM long enough to know that milestones like this don't just happen. There's always a story behind the number. Vanta just crossed $300M in ARR, 9 months after hitting $200M, and we're growing faster every quarter. And the story behind it? AI. Fully and completely. The risk landscape shifted underneath everyone's feet. 70% of companies now have Shadow AI operating in their environments without formal security review. LLMs are 52% more likely to carry a critical risk designation than traditional SaaS. The annual audit model was never going to survive this. So we rebuilt the stack. The Vanta Agent runs as a 24/7 GRC engineer, killing the manual work that used to grind security teams into the ground. The Trust Graph maps your entire security posture in real time so nothing falls through the cracks between reviews. Real infrastructure for a risk landscape that doesn't take days off. 16,000 companies are running on this now. Cursor, Samsara, Atlassian, Snowflake, 60% of the Forbes AI 50. The compounding is very, very real. To our customers: y'all did this.💜
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Stevie Case shared this🦄 Unicorn role alert! We're hiring a Senior Manager, Strategic Customer Success at Vanta, and this is one of those roles you don't come across often. You'll own the strategic CS motion for our largest, most complex customers. Not inherit it. Build it. You'll shape how we scale upmarket, lead a team of exceptional CSMs, and have a direct seat at the table on what strategic success looks like at Vanta. If you want real ownership, real scope, and the chance to leave your fingerprints on something that matters, this is it. Know anyone who might be a fit?
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Stevie Case shared thisHello from the Salesforce tower Ohana floor! It’s rare to get a unique view of SF at this point but here we are 😍
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Stevie Case posted thisOur GTM team is absolutely on fire 🔥 building with AI. Ruth Frantz Gale has been leading the way, and is exploring with Kaitlyn Morris and Kelly Bray's leadership team if we can potentially build our own Customer Success Platform (CSP). We don't want to build just to build. Building comes with significant overhead. But this is an area where our needs are pretty unique. We serve every segment. We have a very high volume Startup & SMB business and also a super classic enterprise motion. No one CSP has been able to meet our needs. As Ruth headed down the path of building with Claude, one thing she realized is: building one monolithic piece of software no longer makes sense. We don't need one CSP. We probably need four CSPs, one for each distinct motion in our business. Our startup team needs something super signal-based that will trigger concrete action. For example, a startup gets stuck or confused during onboarding. We want to immediately deliver the right resources, information, and support to unstick them from that exact spot. In Enterprise, it's a different battle. There we need to track all of the many stakeholders in an organization and usage across multiple products. We're also coordinating across tons of Vanta'ns who support the account. The data and interface an Enterprise CSM needs are completely different from those a Startup CSM needs. So: rather than trying to build one CSP that meets all needs, we'll build one for each unique motion. We're seeing this concept everywhere we build with AI now. Build small subagents, individual skills, and other micro elements that ladder up into an interface or an agent unique to the consumer. We're having soooo much fun. This moment feels like learning what's possible from scratch again. I'm loving it.
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Stevie Case shared thisThere's been a lot of debate recently about revenue reporting and what counts as "real" ARR. Scott Stevenson posted over on Twitter about the epidemic of companies reporting "Contracted ARR" or "cARR" as Annual Recurring Revenue, essentially taking credit for future revenue not yet realized in year one, sometimes even when opt-outs exists. Yikes. OpenAI's CRO recently accused Anthropic of overstating their revenue by reporting out gross ARR of $30B (before partner fees are removed) vs net ARR of $22B. Details matter. The math matters. Understanding how revenue metrics are calculated is an important part of the company valuation picture. Silicon Valley incentives encourage pushing the boundaries. Hubris and outlandish claims are often rewarded. Reality distortion is celebrated. If there is one thing I've learned it's that all companies are subject to the laws of physics. Financial statements and contracts eventually get inspected. Durability is tested. Customers opt-out. Churn manifests. The hype train derails. Don't fall victim to the hype. Building a company is hard. Many other companies look like magic on the outside when you don't see the struggles day to day. Growth can only compound on a real foundation. In the end, what matters is building something great and delivering value for your customers. Do that, and success will follow.
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Stevie Case reacted on thisExcited to share that I’m joining Vanta as Head of Enterprise & Strategic! After 11 incredible years at UserZoom/UserTesting, I’m thrilled to be stepping into my next chapter with a company that has everything I was looking for: phenomenal people, undeniable product-market fit, and the kind of tailwinds that make you want to run through walls. A huge thank you to Julie Martin Stevie Case and Christina Cacioppo for the trust and for an interview process that genuinely made me more excited at every step. To Bill Fitzgerald Sarah Scharf Liz Sorosky, M.A. Kelly Bray Josh MacIntyre and the rest of the team I met along the way - thank you for the thoughtful conversations and for showing me what this culture is really about. A special shout out to Lauren Coulombe for driving the process end to end - top tier talent leadership! Lastly to my guys Dennis Martz Dax Garton Joe Ciccarelli & Michael Hughes - getting to work alongside you all again and help build on the foundation you’ve created is the cherry on top! Vanta is helping companies build trust at a moment when trust has never mattered more. I can’t wait to roll up my sleeves on May 18th and help take the enterprise business to the next level. Now…off to enjoy a couple weeks with the family before the fun begins.
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Stevie Case reacted on thisStevie Case reacted on thisHyperbound has broken into the Fortune 500 and has had million dollar ARR weeks BECAUSE of Vanta. That sounds dramatic, but it’s true. Every company we sell to requires compliance. And when you’re selling AI into enterprise sales orgs, security is not a “later-stage problem.” It’s a revenue prerequisite. Before we seriously entered enterprise sales cycles, we made compliance a priority: SOC 2 ISO 27001 GDPR HIPAA Every framework unlocked a new layer of the market for us. One customer pushed us to get ISO 27001. That single decision unlocked roughly $1.5M in revenue within a quarter. HIPAA helped us break into pharma + medical devices. Enterprise buyers care who your compliance partner is. A procurement team literally told me a few weeks ago that seeing we used Vanta gave them “relief” because they trusted the process had actually been done correctly. That matters a lot when you’re an new startup trying to earn trust from massive companies. Especially in AI. Back when Sriharsha Guduguntla and I first started building Hyperbound, Paul Graham told us that Christina Cacioppo was someone whose footsteps we should follow in. A few months later, not only did we become customers… We got to see firsthand why. The product velocity. The obsession with customer trust. The way the team thinks about founders. Huge credit as well to Stevie Case and the whole Vanta team for being unbelievably supportive from day one. There are a lot of shortcuts worth taking as a founder. Compliance is not one of them.
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Stevie Case liked thisStevie Case liked thisAll I knew about Mishti Sharma when I hired her in 2023 was that she was the best writer I knew. Clay was 10 people back then. She had no interest in joining, and we didn't really NEED a full-time content person. But hiring people who are world-class at something — and putting them in an environment where they can lean into their natural spikes — has never let me down. That has invariably been how we've cultivated our uniqueness, and I've been happy to get creative about roles, pay, and titles to make it happen. Today First Round Capital published an incredible 5,000 word article by Mishti — now our Head of Narratives — on what happened when she decided to take the plunge and join Clay: how we built a role around her strengths as a storyteller, how that work shaped our brand, and how we scaled past $100M ARR in the process. And as to be expected, it's the most intimate and moving portrait ever written about Clay. Near the end, she captures what has become our North Star for our people: "Looking back, I think what made all of this possible was simple: Clay created the conditions where I felt safe enough to be myself. When I finally relaxed, trusted my team, and did the work that was most mine, the output was something that no other company could have replicated." This is the sense of psychological safety that we're dedicated to creating, and that I know will make us the best employer in the world. Every day, we ask people to do the most creative work of their careers, and we do it by seeing who they actually are — far beyond just a title or a resume. Read the full piece for the whole story... and an inside look at the many ways I've grown since 2023 :) https://lnkd.in/eenNx3tZ (All spiritually, of course. I'm still 6'4")
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Stevie Case reacted on thisStevie Case reacted on thisAfter two incredible years with Vanta Australia, I've relocated to New York City with the team. The last two years in Sydney have been a ride - growing from under 20 to over 100 employees, building something really special supporting the APAC market. None of that happens without the right people - Jonathon Coleman, Emlyn Gavin, Konner Fritz and the rest of the AUS crew: thank you! Two years of fun, intensity, and genuine pride in what's being built there. On the US side, a huge thank you to Stevie Case, Roger Benson, Sam Shoolman, Tim Hartnett, Kaitlin (Kaster) McDonald for making this move possible - excited to get stuck into the rocket ship that is Vanta USA. Cheers to $300M ARR! As a selfish side bonus, I'm reunited with my twin, Max Barrett, in NYC. Game on!🗽 https://lnkd.in/eR9VRFthVanta crosses $300M in ARR as growth accelerates | VantaVanta crosses $300M in ARR as growth accelerates | Vanta
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Education
Honors & Awards
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Key Contributor 2018
Twilio Inc.
An exclusive program that recognizes 5% of employees as top performers who demonstrate high potential and impact.
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Sales Club 2018 - #1 Enterprise Sales Rep Globally
Twilio Inc.
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Sales Club 2017 - #2 Enterprise Sales Rep Globally
Twilio Inc.
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Sales Club 2016 - Rookie of the Year Award
Twilio Inc.
Invited to Twilio as the global sales Rookie of the Year.
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Forbes Celebrity 100
Forbes Magazine
The Celebrity 100 is an annual list compiled and published by Forbes magazine listing the 100 most powerful celebrities of the year.
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Working Woman Magazine's 30 Under 30
Working Woman Magazine
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The John Phillip Immroth Memorial Intellectual Freedom Award
The Intellectual Freedom Round Table (IFRT) of the American Library Association (ALA)
Established in 1979, upon the death of John Phillip Immroth, this award honors the courage, dedication, and contribution of a living individual, group, or organization who has set the finest kind of example for the defense and furtherance of the principles of intellectual freedom.
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10 Most Powerful Women on Campus
University Daily Kansan
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Visa Go Beyond Award for Excellence 2012
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Visa Go Beyond Award for Excellence 2013
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