Account Executive, Vanta for Government

At Vanta, our mission is to secure the internet and protect consumer data. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. 

Vanta is the leading trust management platform that helps businesses secure their digital environments and simplify compliance. Hundreds of companies rely on Vanta to automate security and compliance workflows, achieve certifications like SOC 2, ISO 27001, CMMC, and HIPAA, and build trust with customers.

Vanta is looking for a Vanta for Government (V4G) Account Executive to drive the adoption of compliance automation and risk management solutions tailored for government contractors and agencies. This role is critical in expanding Vanta’s footprint in the public sector, opening new revenue streams, and shaping our go-to-market strategy for government-focused solutions. As a V4G AE, you will play a key role in generating pipeline, executing full-cycle sales motions, and collaborating with cross-functional teams to position our products effectively.

What You’ll Do:

• Own the full sales cycle for government-focused compliance solutions, from prospecting to close.

• Generate pipeline through outbound efforts, leveraging marketing support, and self-sourced initiatives.

• Manage both standalone government deals and cross-sell motions in partnership with core AEs.

• Work closely with Marketing to refine messaging and develop campaigns targeting government buyers.

• Partner with Product to provide real-time customer feedback, shaping product development and roadmap priorities.

• Track and analyze sales performance data to optimize outreach, pipeline development, and deal conversion.

• Collaborate with Sales Operations to optimize forecasting and deal tracking for public sector sales.

• Serve as an internal subject matter expert on government procurement processes, compliance requirements, and industry trends.

What We’re Looking For:

• 5+ years of experience selling software solutions, preferably SaaS, to government agencies or government contractors.

• Strong understanding of compliance frameworks relevant to public sector procurement, such as FedRAMP, StateRAMP, CMMC, ITAR, and NIST 800-171.

• Proven ability to navigate complex procurement cycles, including responding to RFPs, managing government contract vehicles, and working with government buyers.

• Established relationships with key procurement and compliance stakeholders across government agencies, system integrators, and industry vendors.

• Expertise in outbound prospecting and crafting messaging tailored for public sector buyers.

• Comfortable operating in a fast-paced, high-growth environment with evolving priorities.

Why Join Us?

• Be a pioneer: This is one of Vanta’s highest-priority growth segments, with strong executive support and investment.

• Unique expertise: Public sector sales is a high-skill function. This role offers a strategic sales challenge with lucrative deal sizes and long-term customer relationships.

• High earning potential: Public sector solutions - across government and the government vendor sector - often involve high-figure, multi-year deals.

• Shape the future: The team will define Vanta’s go-to-market strategy for public sector trust management, working closely with leadership.

What you can expect as a Vantan:

• Industry-competitive compensation

• 100% covered medical, dental, and vision benefits with dependents coverage

• 16 weeks fully-paid parental Leave for all new parents

• Health & wellness and remote workplace stipends

• Family planning benefits through Carrot Fertility

• 401(k) matching

• Flexible work hours and location

• Open PTO policy

• 11 paid holidays in the US

• Offices in SF, NYC, Dublin, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

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