Account Executive, SLED Government - Mountain West

Role overview

Vanta builds a trust management platform that helps organizations monitor security continuously and prove their compliance with ease. As an Account Executive for SLED Government, you will drive revenue growth by building new business and expanding relationships with State, Local, and Education sector organizations. This role reports directly to the Head of Public Sector and requires strategic vision, cross-functional collaboration, and operational execution within a rapidly growing public sector division.

Key responsibilities

Develop and execute a comprehensive strategy to build, maintain, and expand Vanta for Government business across the SLED market in coordination with leadership.
Identify, cultivate, and pursue SLED sales opportunities as an individual contributor while maintaining a focus on revenue targets.
Lead cross-functional efforts to close complex, multi-stakeholder contracts by applying effective sales and negotiation methods.
Serve as the primary point of contact for key SLED accounts and represent Vanta’s Public Sector team at industry events and conferences.
Build and strengthen strategic relationships with SLED decision-makers, systems integrators, and technology partners to expand market access.
Collaborate with resellers, distributors, MSPs, and channel partners to accelerate deal flow.
Act as a subject matter expert on the SLED market to inform product roadmap, pricing strategy, service delivery, and market positioning.

Requirements

Eight or more years of progressive enterprise sales experience, including at least four years selling to SLED agencies within a SaaS environment.
Deep knowledge of SLED sales cycles, procurement processes, contract vehicles, compliance requirements such as GovRAMP, acquisition regulations, and partner ecosystems.
Strong verbal and written communication skills with the ability to articulate Vanta’s vision and values to diverse public sector audiences.
Ability to develop familiarity with Vanta’s software platform and connect its capabilities to real-world government challenges, with particular strength in building rapport with technical prospects.
Entrepreneurial mindset with bias toward action and resilience in fast-moving, complex, and collaborative environments.
Demonstrated capacity for consultative selling with a track record of long-term customer retention and empathy for customer needs.
U.S. work authorization without need for current or future employer sponsorship, and openness to using AI responsibly to improve efficiency and impact.

What makes this role worth considering

You will join a newly established team dedicated explicitly to public sector sales at a time when Vanta’s government efforts are expanding rapidly. The role offers visibility within the organization, direct reporting to senior leadership, and the opportunity to shape Vanta’s approach to a growing market segment. Vanta provides competitive salary and equity alongside comprehensive benefits including 16 weeks paid parental leave, 100% coverage of most employee-only medical plan premiums, health and wellness stipends, flexible PTO, and offices across multiple global locations.