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.
- Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
Nice to Have
- 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.
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!
Additional Information
- 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.
