Account Executive, Federal Civilian at Vanta

Job description

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 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 - 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! - Offices in SF, NYC, London, Dublin, Tel Aviv, 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. #LI-remote 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. Referral Instructions If you are being referred for the role, please contact that person to apply on your behalf.

Requirements

Must-haves

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.
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.
Entrepreneurial mindset that biases to action and leads with resilience through a fast-moving, complex, and collaborative environment.
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.
Industry-competitive salary and equity
Remote workspace, internet, and cellphone stipend
Family planning benefits
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

Nice-to-haves

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.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Parental Leave

Wellness