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Vanta is a Series D AI-powered trust management platform that helps organizations earn and prove security compliance. The company's mission is to make security continuous and transparent, serving thousands of enterprises across compliance standards like SOC 2, HIPAA, and ISO 27001.
As an Account Executive for SLED Government (State, Local, and Education), you will drive significant revenue growth by building and expanding Vanta's presence in the public sector market. Reporting directly to the Head of Public Sector, this is a highly visible, strategic role requiring cross-functional collaboration and operational excellence.
Key Responsibilities:
- Develop and execute comprehensive strategy to build, maintain, and expand Vanta for Government business across SLED markets
- Proactively cultivate, pursue, and capture SLED sales opportunities as an individual contributor
- Drive sales and implementation of complex contracts and solutions through effective negotiation
- Serve as primary point of contact for key SLED accounts and represent Vanta at industry events
- Establish and grow strategic relationships with SLED decision-makers, systems integrators, and technology partners
- Partner with SLED-specific resellers, distributors, MSPs, and channel partners
- Act as subject matter expert on SLED market, informing product roadmap, pricing, service delivery, and positioning
You will work in a fast-moving, collaborative environment with offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney. The company offers industry-competitive salary and equity, comprehensive benefits including 100% employee-only medical premium coverage, 16 weeks paid parental leave, flexible PTO, and a matching 401(k) with immediate vesting.
Requirements:
- 8+ years progressive enterprise sales experience, including at least 4 years selling to SLED agencies within a SaaS company
- Government sales experience is a plus
- Strong understanding of SLED sales cycles, procurement landscape, contract vehicles, compliance requirements (e.g., GovRAMP), and partner ecosystems
- Entrepreneurial mindset with bias to action and resilience in complex environments
- Strong verbal and written communication skills
- Deep familiarity with Vanta's software platform and ability to establish rapport with technical prospects
- Consultative selling approach with track record of long-term customer retention
- High empathy for customers and passion for public sector innovation
- Must be authorized to work in the U.S. without sponsorship
- Open to using AI to amplify skills and strengthen work
