Meet the Team!
Meet AJ! 👋
AJ is a Business Development Representative at Vanta. He’s been here since June 2020.
Tell us about your role at Vanta
My role revolves around top-of-funnel sales, which is a glorified way of saying that I generate opportunities for our talented Account Executives to close. I was the first hire on the BDR team, which was one of the reasons that Vanta initially caught my eye.
Day-to-day looks different, but is founded on prospecting and cold outbound (another fancy term for calls and emails to contacts who I think would make great Vanta customers). Generally, this leads to further conversation, learning about the prospects needs, articulating how we help with those needs, and being someone who can help solve the problem.
Working at Vanta, there’s also a constant learning curve for how to discuss our product and solution. Not only have we made incredible developments, both prior to me starting and since, but by nature we solve a very complex problem.
How did you get into this career field?
As ridiculous as it sounds, I’ve wanted to be in sales since middle school. Selling lemonade turned into sneakers, then a family grilling spice, and now software. There’s something that I really love about winning, and the competitive nature of sales fuels me to be better… it also makes for an entertaining workday. I get to work alongside some incredibly talented AE’s and BDR’s, watching them kill it makes me want to as well.
Why did you decide to choose Vanta over other companies?
Vanta was not on my radar until I bumped into one of our Sales Managers in a coffee shop during college. She introduced me to the team, and the rest was history. I’d know that I wanted to take this career path for a while, so it was really a gift to find that perfect fit from such a coincidence.
It’s also worth mentioning that I was really attracted to the idea of being the first BDR - I was promised plenty of autonomy to let my creativity flow, and that’s what I got (plus so much more). The strategies that I implemented early in my career are now being used in onboading for new hires, so I’m thrilled to see a tangible impact internally.
Why are you excited about Vanta’s mission?
Vanta’s mission to secure the internet is so far from being fulfilled. Right now, we produce a software product that automates compliance standards, but I see a future at Vanta where our business expands out of that, being so much more than a SaaS platform… though I’m not really sure what that would be, securing the internet is such a massive task, and I know our team wont stop at anything to get it done.
Some of the customers we serve now need to check a box for a variety of purposes, like requirements set by external stakeholders. But down the road, the entry fee might be so accessible that it becomes table stakes for software companies. We don’t own a ladder tall enough to reach Vanta’s ceiling any time soon, and the direction we’re headed is such a fun ride to be a part of.
If you could work from anywhere in the world, where would it be?
Somewhere in Europe - probably Bordeaux, France. I’m lucky to have gotten the chance to study there for a term in college and have wanted to return since leaving.
Since the pandemic started, Vanta’s Sales team has transitioned to remote-first, so this is actually a reality. It makes sense… demos are fully virtual, fast sales cycles, and so on. Vanta has a huge market in Europe with our ISO 27001 and GDPR product offerings, so to sell over there exclusively sounds like a cool challenge.
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PCI Compliance Selection Guide
Determine Your PCI Compliance Level
If your organization processes, stores, or transmits cardholder data, you must comply with the Payment Card Industry Data Security Standard (PCI DSS), a global mandate created by major credit card companies. Compliance is mandatory for any business that accepts credit card payments.
When establishing strategies for implementing and maintaining PCI compliance, your organization needs to understand what constitutes a Merchant or Service Provider, and whether a Self Assessment Questionnaire (SAQ) or Report on Compliance (ROC) is most applicable to your business.
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Identify your PCI SAQ or ROC level
The PCI Security Standards Council has established the below criteria for Merchant and Service Provider validation. Use these descriptions to help determine the SAQ or ROC that best applies to your organization.
Good news! Vanta supports all of the following compliance levels:
A SAQ A is required for Merchants that do not require the physical presence of a credit card (like an eCommerce, mail, or telephone purchase). This means that the Merchant’s business has fully outsourced all cardholder data processing to PCI DSS compliant third party Service Providers, with no electronic storage, processing, or transmission of any cardholder data on the Merchant’s system or premises.
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A SAQ A-EP is similar to a SAQ A, but is a requirement for Merchants that don't receive cardholder data, but control how cardholder data is redirected to a PCI DSS validated third-party payment processor.
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A SAQ D includes over 200 requirements and covers the entirety of PCI DSS compliance. If you are a Service Provider, a SAQ D is the only SAQ you’re eligible to complete.
Use our PCI checklist
A Report on Compliance (ROC) is an annual assessment that determines your organization’s ability to protect cardholder data. If you’re a Merchant that processes over six million transactions annually or a Service Provider that processes more than 300,000 transactions annually, your organization is responsible for both a ROC and an Attestation of Compliance (AOC).
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Learn more about how Vanta can help. You can also find information on PCI compliance levels at the PCI Security Standards Council website or by contacting your payment processing partner.
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