Account Executive, Federal Civilian

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.