Senior Speciality Account Executive, Vanta for Government

Vanta

1d•Remote

About The Position

Vanta is seeking a Vanta for Government (V4G) Specialty Account Executive to drive the adoption of compliance automation and risk management solutions tailored for government vendors. This role requires sales excellence and deep regulatory fluency to partner with core Account Executives (AEs) on CMMC/FedRAMP/NIST opportunities. The V4G AE will focus on the federal-focused framework aspects of co-sell deals and influence product and compliance strategy, directly contributing to closing these deals. The V4G AE will act as a subject matter expert (SME) on federal compliance frameworks, support core AEs as an overlay rep, and own full-cycle sales for select net-new logo opportunities with government vendor contractors and buyers outside of assigned core AE territories. Additionally, the role involves driving pipeline generation through targeted outbound efforts, industry events, partnerships, and providing feedback to Product & Engineering on the V4G offering. Collaboration with RevOps and Sales Ops for accurate forecasting and CRM data maintenance is also key.

Requirements

8+ years of related experience
5+ years selling software solutions, preferably SaaS, to government contractors or government agencies.
Strong understanding of compliance frameworks relevant to public sector procurement, such as FedRAMP, CMMC, NIST 800-53, NIST 800-171, and ITAR.
Proven ability to navigate complex government procurement cycles, including responding to RFPs, and working with government vendor buyers.
Deep commitment to customer success, building customer trust, and the public sector mission.
Established relationships and experience with key procurement and compliance stakeholders across government contractors, system integrators, channel partners, and industry vendors.
Expertise in outbound prospecting and crafting messaging tailored for public sector vendor buyers.
Comfortable operating in a fast-paced, high-growth environment with evolving priorities.
Embrace the use of AI and other tools to support sales GTM efforts and automating routine and daily tasks.
Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
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

Act as a subject matter expert (SME) on federal compliance frameworks including CMMC, FedRAMP Rev 5 and 20x, NIST 800-53, GovRAMP, ITAR, and NIST 800-171, guiding customers and internal core AEs through complex sales cycles and objections.
Support core AEs in live deals as an overlay rep, bringing specialized knowledge to help advance and close federal-focused opportunities.
Support enablement across the sales org by creating playbooks, delivering training, and developing resources that raise the team’s federal selling competency.
Own full-cycle sales process for select opportunities, particularly with government vendor contractors and buyers that fall outside of assigned core AE territory (net-new logo).
Drive pipeline generation through targeted outbound efforts, industry events, partnerships with SIs and 3PAOs, and tailored messaging for public sector government vendor buyers.
Provide real-time feedback to Product & Engineering, informing roadmap priorities related to Vanta’s V4G offering, including inherited controls for FedRAMP Moderate/High.
Collaborate with RevOps and Sales Ops to forecast accurately and maintain clean, actionable CRM data for public sector opportunities.

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 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!