Account Executive, Federal

As an Account Executive, Federal Civilian at Vanta, you will be responsible for driving a significant share of revenue by guiding new business and growth with federal civilian agencies. Reporting directly to the Head of Public Sector, this is a highly visible role that requires cross-functional collaboration, strategic vision, and operational execution.

Vanta’s public sector efforts are growing quickly and we are looking for a passionate, results-oriented, and collaborative sales executive who has a proven track-record of closing complex, multi-stakeholder federal deals within federal markets. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

What you’ll do as a Account Executive, Federal Civilian at Vanta:

• Working alongside the Head of Public Sector and other Federal AEs, help develop and execute a comprehensive strategy to build, maintain, and expand Vanta for Government business across priority civilian agencies.

• As an individual contributor, proactively work to cultivate, pursue, and capture federal civilian sales opportunities.

• Serve as the primary point of contact between Vanta and key federal civilian accounts, and represent Vanta’s Sales Team at industry events and conferences.

• Work cross-functionally to drive the sales and implementation of complex contracts, services, and solutions, with the ability to close sales through effective sales and negotiation methods.

• Be a builder who takes a “no job too small, no job too big” approach to creating a durable, repeatable, and scalable federal sales motion. Beyond selling, you will work cross-functionally to help create marketing materials, build relationships with key channel partners, and streamline GTM ops.

• Establish and grow strategic relationships with federal decision-makers, systems integrators, and technology partners to expand access and accelerate deals.

• Serve as a subject matter expert on the federal civilian market, helping inform Vanta’s product roadmap, pricing strategy, service delivery, and positioning to meet customer needs.

How to be successful in this role:

• 8+ years of progressive enterprise sales experience, including at least 4 years selling to federal government agencies within a SaaS company. Experience working in the federal government is a plus.

• Entrepreneurial mindset that biases to action and leads with resilience through a fast-moving, complex, and collaborative environment.

• Strong understanding of the federal government sales cycle, federal procurement landscape, including contract vehicles, compliance requirements (e.g., FedRAMP), acquisition regulations (FAR/DFARS), and partner ecosystems.

• Strong verbal and written communications skills, with the ability to demonstrate Vanta’s vision and values to a variety of public sector audiences.

• Develop a deep familiarity with Vanta’s software platform and how it can be used by government agencies to support real-world challenges. The ability to establish rapport with highly technical prospects is essential.

• Strong collaboration with internal partners and external counterparts.

• A deep passion for Vanta’s mission, public sector innovation, and mission-driven work.

• A high level of empathy for customers, you are a consultative seller with a track record of long-term customer retention

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

• Uses AI in day-to-day work to amplify their skills and strengthen their outcomes, applying it across routine workflows, actively building fluency through experimentation, and exercising sound judgment to ensure AI-assisted work meets a high quality bar.

What you can expect as a Vanta’n:

• Industry-competitive salary and equity

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Family planning benefits

• Matching 401(k) contribution with immediate vesting

• 11 company-paid holidays

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