Sales Manager, Vanta for Government

📋 Description

• • Vanta is seeking a dynamic and experienced Sales Manager to lead and grow our specialized Vanta for Government (V4G) sales team. This pivotal role is designed for a leader passionate about driving revenue and expanding Vanta's footprint within the government compliance sector. You will be instrumental in building, mentoring, and developing a team of high-performing Account Executives (AEs) dedicated to selling Vanta's compliance solutions to commercial customers navigating complex federal and public-sector standards. Your leadership will directly influence Vanta's strategic growth, particularly as we scale, target larger enterprises, and solidify our market leadership in GRC and trust management for regulated industries.
• • As the Sales Manager for Vanta for Government, your primary responsibility will be to foster a high-achieving sales environment where your team can excel. This involves providing expert coaching, strategic guidance, and the necessary tools for AEs to meet and exceed ambitious revenue targets. You will be responsible for developing comprehensive business plans tailored to the V4G segment, identifying key resources, and ensuring effective territory management to drive new business acquisition. Accurate forecasting and transparent reporting on sales performance will be critical to maintaining accountability and informing strategic decisions.
• • A significant aspect of this role involves close collaboration with various internal teams to shape and refine Vanta's go-to-market strategy for government contractors. You will partner with Product, Partnerships, Marketing, Solutions Engineering, and Customer Success to ensure a cohesive and effective approach to serving this crucial market. Your insights will be invaluable in identifying new initiatives, tactics, and solutions that can increase deal sizes, address complex customer challenges, and ultimately accelerate revenue growth.
• • You will also play a key role in supporting your AEs through intricate sales cycles. This includes guiding them in understanding prospect needs, identifying key decision-makers and influencers, and navigating complex deal structures. A deep understanding of the MEDDPICC/Force Management methodology will be essential for ensuring disciplined, metric-driven sales processes that lead to predictable success.
• • Beyond direct sales leadership, you will contribute to the overall growth of Vanta's sales organization. This includes actively participating in the recruitment, onboarding, and training of new Account Executives, ensuring they are equipped to succeed in the Vanta for Government space. Fostering an inclusive, supportive, and results-oriented sales culture that aligns with Vanta's core values is paramount.
• • Staying abreast of industry trends, competitive landscapes, and the technical nuances of CMMC, FedRAMP, and NIST compliance frameworks is crucial. You will need to maintain a strong understanding of these areas to effectively guide your team and represent Vanta as a thought leader in the GRC and trust management space.
• • This role offers a unique opportunity to make a substantial impact on Vanta's trajectory. By driving sales for critical compliance frameworks like CMMC, FedRAMP, and NIST, you will directly contribute to Vanta's mission of securing the internet and protecting consumer data. You will be at the forefront of enabling businesses to achieve and demonstrate trust in an increasingly regulated digital world. Your leadership will empower companies to navigate complex compliance requirements with confidence, solidifying Vanta's position as the leading Trust Management Platform.
• • The Vanta for Government team is focused on enabling commercial vendors to meet stringent government compliance standards. This involves understanding the unique challenges and procurement processes within this ecosystem. You will work to expand Vanta's presence by building strong relationships within the government contractor community and collaborating with Vanta's audit and service partners to drive new business and ensure customer retention. This cross-functional collaboration is key to a holistic approach to customer success and revenue generation.
• • Success in this role hinges on a blend of strong sales leadership, deep domain expertise in government compliance, and a passion for developing talent. You will be expected to leverage your experience in B2B SaaS sales, particularly within the public sector and government vendor segments, to guide your team effectively. An empathy-driven leadership style, coupled with a growth-oriented mindset and a commitment to Vanta's mission, will be essential for thriving in this role and contributing to a positive and productive work environment.
• • You will also be encouraged to embrace and leverage AI tools to enhance your skills and amplify your impact, demonstrating curiosity, a willingness to learn, and sound judgment in applying these technologies responsibly to improve efficiency and outcomes. This forward-thinking approach aligns with Vanta's commitment to innovation and continuous improvement in all aspects of its operations.