Account Executive, Federal Civilian

Vanta

. Develop and execute a strategy to build, maintain, and expand Vanta for Government business across priority civilian agencies .

Posted 10/26/2026full-timeRemote • United StatesSeniorLead💰 $278,000 - $327,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive enterprise sales experience with a focus on federal government agencies, leveraging strong negotiation skills and a deep understanding of the federal sales cycle and compliance requirements. Proven ability to build relationships with key decision-makers and drive sales strategies that align with customer needs.

Highest-signal resume keywords

Enterprise Sales ExperienceFederal Government Sales Cycle KnowledgeConsultative Selling ExperienceStrong Communication SkillsFamiliarity With Vanta's Software Platform

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentFederal Contract Vehicles KnowledgeCompliance Requirements UnderstandingNegotiation MethodsCustomer Retention Track Record

Soft Skills

Relationship BuildingCollaborationRapport Establishment

Tools & Technologies

Vanta Software PlatformAI Tools

Industry Keywords

Federal Civilian AgenciesSaaSFedRAMPFAR/DFARSGovernment Procurement Landscape

About the role

Key responsibilities & impact

Develop and execute a strategy to build, maintain, and expand Vanta for Government business across priority civilian agencies
Cultivate, pursue, and capture federal civilian sales opportunities as an individual contributor
Serve as the primary point of contact for key federal civilian accounts
Represent Vanta’s Sales Team at industry events and conferences
Collaborate cross-functionally to drive sales and implementation of complex contracts, services, and solutions
Close sales through effective sales and negotiation methods
Help create marketing materials, build relationships with channel partners, and streamline go-to-market operations
Establish and grow relationships with federal decision-makers, systems integrators, and technology partners
Serve as a subject matter expert on the federal civilian market
Inform product roadmap, pricing strategy, service delivery, and positioning to meet customer needs

Requirements

What you’ll need

8+ years of progressive enterprise sales experience
At least 4 years selling to federal government agencies within a SaaS company
Experience working in the federal government is a plus
Strong understanding of the federal government sales cycle and procurement landscape
Knowledge of federal contract vehicles and compliance requirements, including FedRAMP
Knowledge of acquisition regulations (FAR/DFARS) and partner ecosystems
Strong verbal and written communication skills
Deep familiarity with Vanta’s software platform and its application to government agencies
Ability to establish rapport with highly technical prospects
Strong collaboration with internal and external partners
Consultative selling experience and track record of long-term customer retention
Must be authorized to work in the U.S. without current or future employer sponsorship
Uses AI in day-to-day work to amplify skills, build fluency through experimentation, and ensure high-quality AI-assisted work

Benefits

Comp & perks

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