Senior Specialty Account Executive, Vanta for Government
New
Remote U.S.Full-TimeSenior
Salary not disclosed
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Job Details
- Experience
- 8+ years of related experience, 5+ years selling software solutions, preferably SaaS, to government contractors or government agencies.
- Required Skills
- CRM
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.
- Embrace the use of AI and other tools to support sales GTM efforts and automating routine and daily tasks.
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.
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