Stevie Case

Vanta's first revenue chief

Stevie Case is chief revenue officer of Vanta, the security and compliance automation company. She leads go-to-market, which her speaker biography defines as sales, customer success, account management and revenue operations. Vanta announced her on April 19, 2022 as its first chief revenue officer, a newly created post, and in later interviews she has dated her arrival at the company to 2021.^[1][2][3]

At the time of the announcement, chief executive Christina Cacioppo said Vanta was delighted to welcome her to the leadership team. The company reported that it had more than tripled its customer base the previous year to over 2,500 businesses in 45 countries and planned to double headcount by the end of 2022.^[1]

From pro gamer to sales leader

Case began her career as a professional gamer under the handle KillCreek, and Vanta's announcement describes her as the first female professional gamer to sign with the Cyberathlete Professional League, one of the first esports leagues. She studied pre-law and political science in college, then moved into product roles, including product development manager at Warner Bros., before shifting into selling.^[1][3]

She became Visa's first Digital Platform Evangelist and later vice president of sales and growth at Layer. She holds a liberal arts degree from the University of Kansas, according to the announcement, and has also worked as an angel investor and adviser to startups.^[1]

Twilio: learning to sell to the enterprise

At Twilio, Case joined as one of the first account executives and helped build its enterprise business with Fortune 500 customers, which Vanta's announcement says generated more than $400 million in annual recurring revenue. She rose to vice president of mid-market sales, and the same announcement says the sales organization she was part of grew from roughly a dozen people to more than 1,000. Speaking on the GTMnow podcast, she recalled that her first Fortune 500 deal was worth only $500, and that she later worked up to deals of $10 million.^[1][3]

The first years at Vanta

In an August 2025 GTMnow interview, Case described the company she inherited: sub-$20 million in annual recurring revenue, a team of about 20 mostly North America-focused sellers, and an entirely inbound motion with little CRM discipline. Founders often closed on the first call because the product removed a SOC 2 requirement that blocked revenue.^[3]

She said revenue stayed flat for three or four quarters, took about 12 months to start rising and about 18 to stabilize, and that she faced more than 40 copycat competitors, some selling at half the price. Her responses, as she tells them, were to move from transactional selling to value-based discovery, to quantify the revenue and time customers saved, and to set up a small competitive-intelligence squad to win back lost accounts. She named her biggest mistake as going about a year without proper analytics visibility into the business.^[3]

Moving upmarket

Case said Vanta's enterprise experiment began around mid-2022, treated as a test with an expected quota attainment of about 50 percent in the first year. Leadership approved a multi-million-dollar investment in product and sales roughly a year in, and the segment reached scalable traction after two to two and a half years. She cited sales cycles of about 16 days for startups, 70 to 90 days for enterprise accounts and nearer six months for traditional large deals.^[3]

She also took on post-sales about nine months into her tenure and later split one overloaded customer success team into customer success, focused on gross retention, and account management, focused on renewal and expansion. She said that change took roughly 18 months to pay off.^[3]

Scale and recent developments

In that interview Case said Vanta had grown from under $20 million to more than $100 million in annual recurring revenue during her tenure and from fewer than 200 employees to over 1,000, and the show summary cited a valuation above $4 billion following a $150 million Series D. A 2026 profile on Pulse 2.0 describes Vanta as an AI-powered trust management platform that serves about 14,000 companies, from seed-stage startups to Fortune 50 enterprises, and notes a recent acquisition of third-party risk monitoring firm Riskey.^[3][4]

Looking ahead, she said Vanta is selling adjacent products such as vendor risk and access reviews as standalone offerings, building a public-sector team after receiving FedRAMP 20x Low authorization, and building an AI builder function inside revenue operations. She describes a human-first philosophy in which AI supports rather than replaces sellers.^[3][4]

Outside Vanta and why she matters

Case is a partner in 20SALES, a venture fund backed by eight go-to-market leaders that invests in seed-stage AI and B2B software companies, and she is a listed speaker at RAISE Summit 2026.^[2]

Her profile in revenue leadership rests on a specific, documented pattern: a first CRO who inherited a product-led, inbound business, rebuilt it around discovery selling, and then added enterprise, public-sector and expansion motions. She has been open about the stumbles along the way, including slow analytics and a junior-heavy SMB hiring plan that she reversed, which makes her account unusually useful to other sales leaders weighing the same choices. Her recurring theme is that execution, not being first, decides who wins a crowded category.^[3]

On The Executive List

Stevie Case is ranked No. 32 on The Executive List (October 2026) in the Chief Revenue Officers discipline. The ranking reflects The Executive Review's own editorial Trending Score; it is not an outside award, and placement on the list is never sold. View the October 2026 edition.