Account Executive, Vanta for Government

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. 

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. Public-sector buyers have stringent, evolving requirements that demand both sales excellence and deep regulatory fluency. You will be the federal-framework authority who partners with core AEs as an overlay rep (≈ 70 % overlay / 30 % direct) to unlock, advance and close CMMC/FedRAMP/NIST opportunities that the broader team can’t tackle alone. You will influence product and compliance strategy and have the opportunity to directly close deals.

What You’ll Do:

• Act as a subject matter expert (SME) on federal compliance frameworks including CMMC, FedRAMP, StateRAMP, ITAR, and NIST 800-171, guiding internal 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 for select opportunities, particularly with prime contractors and buyers that fall outside core AE reach or require deep compliance expertise.
  

• Drive pipeline generation through targeted outbound efforts, industry events, partnerships with SIs and 3PAOs, and tailored messaging for public sector 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.

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, 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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At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged. 

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.