Sales Manager, Vanta for Government

Vanta

1d•Remote

About The Position

At Vanta, our mission is to help businesses earn and prove trust. 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. As the Sales Manager, Vanta for Government, you will build, lead, and develop a team of specialized Account Executives focused on driving revenue across Vanta’s government compliance frameworks to commercial customers, including CMMC, FedRAMP, NIST 800-53, NIST 800-171, and other federal and public-sector standards. This is a specialty sales leadership role responsible for enabling and accelerating government framework sales across all commercial customer segments — Startups, Growth, Mid-Market, and Enterprise. You will partner closely with core segment sales leaders to support complex compliance-driven opportunities, expand Vanta’s presence in the government contractor ecosystem, and strengthen our leadership in GRC and trust management for regulated markets. Your work will directly shape the future of Vanta’s sales strategy as we scale, move upmarket, and solidify our position as leaders in a rapidly growing industry. You will work cross-functionally with Product, Partnerships, Marketing, Solutions Engineering, and Customer Success to drive business growth and shape Vanta’s go-to-market motion for supporting government contractors. This is an opportunity to play a critical role in scaling one of Vanta’s most strategic growth initiatives. At Vanta, we’re committed to securing the internet and protecting consumer data through continuous monitoring and verification. Our team is talented, supportive, and diverse, with many successful contributors coming from backgrounds outside of security. Thousands of organizations trust Vanta to help them build, maintain, and demonstrate security in real time — and Vanta for Government (V4G) is a key pillar of that mission.

Requirements

5+ years of experience selling B2B SaaS into the public sector and government vendor segments, with 2-3+ years in a leadership or management role.
Proven subject matter expertise in FISMA, CMMC, FedRAMP, and NIST compliance, as well as direct experience selling or managing sales for CMMC and/or FedRAMP solutions.
Strong familiarity with GRC, compliance automation, or security SaaS platforms.
Demonstrated track record of consistently meeting or exceeding sales quotas.
Strong executive presence and ability to build relationships with CISOs, compliance leaders, procurement teams, and executive stakeholders.
Ability to manage intricate sales cycles involving named accounts.
Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities with technical stakeholders.
Empathy-driven leadership style focused on consultative selling, long-term customer success, and team development.
A growth-oriented mindset, proactively seeking opportunities for continuous improvement and professional development.
Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data.
Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Responsibilities

Lead, mentor, and coach a team of high-performing Vanta for Government Account Executives, equipping them with the tools and guidance to achieve ambitious goals.
Drive new business growth for CMMC, FedRAMP, NIST frameworks through strategic selling, proactive territory management, and field enablement.
Develop clear business plans and identify necessary resources to support V4G AE’s effectively close new business.
Provide accurate forecasting and reporting on sales performance, ensuring transparency and accountability.
Clearly communicate strategic initiatives internally and externally, presenting effectively to various stakeholders.
Support V4G AE’s in the prospect buying processes, guiding AE’s through complex deals and identifying key decision-makers and influencers.
Continuously evolve V4G’s sales strategy towards commercial vendors by introducing new initiatives, tactics, and solutions to increase deal sizes, resolve complex customer challenges, and drive overall revenue growth.
Coordinate with Vanta audit and service partners on how to drive new business and ensure customer retention.
Actively contribute to growing Vanta’s sales team through recruiting, onboarding, and training new Account Executives.
Foster an inclusive and supportive sales culture aligned with Vanta’s core values.
Leverage the MEDDPICC/Force Management methodology to ensure disciplined, metric-driven sales processes.
Maintain a strong understanding of industry trends, competition, and technical aspects of CMMC, FedRAMP, and NIST products.

Benefits

Industry-competitive salary and equity
Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
16 weeks fully-paid Parental Leave for all new parents
Health & wellness stipend
Remote workspace, internet, and cellphone stipend
Commuter benefits for team members who report to the SF and NYC office
Family planning benefits
Matching 401(k) contribution with immediate vesting
Flexible PTO policy, plus 80 hours of Sick Time
11 company-paid holidays
Virtual team building activities, lunch and learns, and other company-wide events!
Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney