Account Executive, SLED Government
Drive revenue by selling Vanta’s AI-powered compliance platform to State, Local, and Education (SLED) agencies. Own the full sales cycle for complex, multi-stakeholder government deals and build strategic channel relationships.
About the job
What you’ll do
- Develop and execute a comprehensive strategy to build, maintain, and expand Vanta for Government business across the SLED market.
- Proactively cultivate, pursue, and capture SLED sales opportunities as an individual contributor.
- Work cross-functionally to drive the sales and implementation of complex contracts, services, and solutions, closing sales through effective negotiation.
- Serve as the primary point of contact between Vanta and key SLED accounts; 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.
- Partner closely with SLED-specific resellers, distributors, MSPs, and channel partners.
- Serve as a subject matter expert on the SLED market, informing Vanta’s product roadmap, pricing strategy, service delivery, and positioning.
How to be successful
- 8+ years of progressive enterprise sales experience, including at least 4 years selling to SLED agencies within a SaaS company.
- Entrepreneurial mindset with resilience in a fast-moving, complex environment.
- Strong understanding of SLED sales cycles, procurement landscape, contract vehicles, compliance requirements (e.g., GovRAMP), acquisition regulations, and partner ecosystems.
- Strong verbal and written communication skills; ability to demonstrate Vanta’s vision to public sector audiences.
- Deep familiarity with Vanta’s software platform and ability to establish rapport with highly technical prospects.
- Strong collaboration with internal partners and external counterparts.
- Passion for Vanta’s mission, public sector innovation, and mission-driven work.
- Consultative seller with a track record of long-term customer retention.
- Authorized to work in the U.S. without sponsorship.
- Open to using AI to amplify skills and improve efficiency.
Compensation & Benefits
- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage (100% of employee-only premiums covered for most plans)
- 16 weeks paid Parental Leave
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits (SF and NYC)
- Family planning benefits
- Matching 401(k) with immediate vesting
- Flexible PTO + 80 hours Sick Time
- 11 company-paid holidays
Skills
SaaS Sales, Enterprise Sales, Sled Sales, Government Sales, Contract Negotiation, Govramp Compliance, Channel Partnerships, Public Sector Procurement, Strategic Account Management, Cross-Functional Collaboration
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