Senior Speciality 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. Thousands 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) Specialty Account Executive to drive the adoption of compliance automation and risk management solutions tailored for government vendors, who have stringent, evolving requirements that demand both sales excellence and deep regulatory fluency. You will be the federal-framework overlay AE who partners with core AEs to unlock, advance and close CMMC/FedRAMP/NIST opportunities that the broader team can’t tackle alone. Core AEs focus on selling across Vanta’s 35+ other frameworks, while the V4G AE focuses on leading the effort related to closing the federal-focused framework portion of the co-sell deal. You will influence both product and compliance strategy and have the opportunity to directly contribute to closing these deals.

What you’ll do as a Specialty Account Executive at Vanta

- 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.

How to be successful in this role

- 5+ years of experience 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 jud