[Remote] Account Executive, Federal Civilian

Note: The job is a remote job and is open to candidates in USA. Vanta is hiring an Account Executive, Federal Civilian to drive new business and growth with federal civilian agencies. The role develops federal sales strategy, captures complex opportunities, builds strategic customer and partner relationships, and collaborates across teams to scale Vanta’s government business.

Responsibilities

• 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

Skills

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

Benefits

• 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

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