Senior Specialty Account Executive – Government
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Job Description
Senior Specialty Account Executive at Vanta driving adoption of compliance automation for government vendors. Collaborating with core AEs to close federal compliance opportunities while providing subject matter expertise.
Responsibilities:
- 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.
Requirements:
- 8+ years of related experience, 5+ years 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.
Benefits:
- 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!
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