Vanta

Sales Manager – Government

Vanta

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $245,000 - $288,000 per year

About the role

  • Lead, mentor, and coach a team of high-performing Vanta for Government Account Executives, equipping them with the tools and guidance to achieve ambitious goals.
  • Drive new business growth for CMMC, FedRAMP, NIST frameworks through strategic selling, proactive territory management, and field enablement.
  • Develop clear business plans and identify necessary resources to support V4G AE’s effectively close new business.
  • Provide accurate forecasting and reporting on sales performance, ensuring transparency and accountability.
  • Clearly communicate strategic initiatives internally and externally, presenting effectively to various stakeholders.
  • Support V4G AE’s in the prospect buying processes, guiding AE’s through complex deals and identifying key decision-makers and influencers.
  • Continuously evolve V4G’s sales strategy towards commercial vendors by introducing new initiatives, tactics, and solutions to increase deal sizes, resolve complex customer challenges, and drive overall revenue growth.
  • Coordinate with Vanta audit and service partners on how to drive new business and ensure customer retention.
  • Actively contribute to growing Vanta’s sales team through recruiting, onboarding, and training new Account Executives.
  • Foster an inclusive and supportive sales culture aligned with Vanta’s core values.
  • Leverage the MEDDPICC/Force Management methodology to ensure disciplined, metric-driven sales processes.
  • Maintain a strong understanding of industry trends, competition, and technical aspects of CMMC, FedRAMP, and NIST products.

Requirements

  • 5+ years of experience selling B2B SaaS into the public sector and government vendor segments, with 2-3+ years in a leadership or management role.
  • Proven subject matter expertise in FISMA, CMMC, FedRAMP, and NIST compliance, as well as direct experience selling or managing sales for CMMC and/or FedRAMP solutions.
  • Strong familiarity with GRC, compliance automation, or security SaaS platforms.
  • Demonstrated track record of consistently meeting or exceeding sales quotas.
  • Strong executive presence and ability to build relationships with CISOs, compliance leaders, procurement teams, and executive stakeholders.
  • Ability to manage intricate sales cycles involving named accounts.
  • Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities with technical stakeholders.
  • Empathy-driven leadership style focused on consultative selling, long-term customer success, and team development.
  • A growth-oriented mindset, proactively seeking opportunities for continuous improvement and professional development.
  • Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data.
  • 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 fully-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!
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B SaaS salessales forecastingsales performance reportingstrategic sellingterritory managementMEDDPICC methodologyconsultative sellingcompliance automationGRC platformsCMMC solutions
Soft Skills
leadershipmentoringcoachingcommunicationrelationship buildingempathy-driven leadershipgrowth-oriented mindsetteam developmentcuriositysound judgment
Certifications
CMMC certificationFedRAMP certificationNIST compliance certificationFISMA compliance certification