Sales Manager – Government

Role Overview

• 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!