Account Executive, SLED 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. As an Account Executive, SLED Government at Vanta, you will be responsible for driving a significant share of revenue by guiding new business and growth with State, Local, and Education organizations. 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 for Government is Vanta’s AI-powered platform that helps government agencies and vendors protect mission data, manage risk, streamline compliance, and build trust – faster and with less manual work. Vanta’s public sector efforts are growing quickly and this is an exciting opportunity to join a new team dedicated explicitly to public sector sales. We are looking for a passionate, results-oriented, and collaborative sales executive who has a proven track-record of closing complex, multi-stakeholder deals within SLED markets. What you’ll do as an Account Executive, SLED Government at Vanta: - In coordination with Vanta leadership, develop and execute a comprehensive strategy to build, maintain, and expand Vanta for Government business across the SLED market. - As an individual contributor, proactively work to cultivate, pursue, and capture SLED sales opportunities. - 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. - Serve as the primary point of contact between Vanta and key SLED accounts, and represent Vanta’s Public Sector team at industry events and conferences. - Establish and grow strategic relationships with SLED decision-makers, systems integrators, and technology partners to expand access and accelerate deals. - Partner closely with SLED-specific resellers, distributors, MSPs, and channel partners to expand access and accelerate deals. - Serve as a subject matter expert on the SLED 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 SLED agencies within a SaaS company. Experience working in 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 SLED sales cycles, SLED procurement landscape, including contract vehicles, compliance requirements (e.g., GovRAMP), acquisition regulations, 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. - 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. - Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact. What you can expect as a Vanta’n: - Industry-competitive salary and equity - Comprehensive medical, dental,