Director, Government Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the V4G partner strategy for Federal and SLED, which includes partner archetypes, tiering, coverage models, and a multi-year network plan.

• Manage the V4G partner-sourced pipeline and ARR contribution, while establishing metrics for partner performance, health, and network coverage.

• Establish the coverage standards for FedRAMP and CMMC delivery capacity.

• Develop partner tiering and certification, enablement pathways, co-sell strategies, MDF and investment distributions, partner health frameworks, and standardized partner agreements in collaboration with Legal.

• Build and lead the V4G partnerships team, starting with a partnerships manager and scaling as the segment grows.

• Set operational rhythms, quality benchmarks, and performance standards while nurturing the team to manage partner relationships directly.

• Collaborate with the VP of Global Channel & Alliances and the wider channel organization to expand the V4G initiative throughout Vanta’s partner ecosystem.

• Act as the voice of the government ecosystem within Vanta, influencing product roadmap, packaging, and pricing strategies.

• Convert partner, commercial customer, and government agency requirements into priorities for Product and Engineering.

• Broaden the network, diminish concentration risks, onboard new firms, capture demand from previously unengaged partners, and decide where Vanta should invest or withdraw.

⛳️ Requirements

• Over 10 years of experience in managing public sector channels and/or partnerships, with a robust network among GSIs, managed service providers, resellers, and auditors.

• Extensive knowledge of the public sector ecosystem, including Federal and SLED go-to-market strategies and federal compliance programs such as FedRAMP and CMMC.

• At least 5 years of experience in people management, including overseeing performance across a team.

• Proven experience in owning a revenue target achieved through partners, including setting the necessary metrics and operational cadence.

• Demonstrated ability to build, manage, and scale external partner relationships, ideally within the cybersecurity, GRC, or compliance-related sectors.

• Experience collaborating with systems integrators, MSPs, VARs, and audit firms; direct audit or assessor experience is advantageous but not mandatory.

• Strong ability to balance technical/domain credibility with business development perspective.

• Proven history of building or expanding a partner or channel network, mitigating risk through diversification, or implementing quality programs externally.

• Ability to coordinate effectively across GTM, product, legal, marketing, and channel sales teams.

• Comfortable navigating ambiguity and creating structure in a dynamic, high-growth environment.

• Must possess authorization to work in the U.S. without the requirement for current or future employer sponsorship.

• Willingness to leverage AI to enhance skills and improve work efficiency, demonstrating curiosity, a desire to learn, and sound judgment in responsibly applying AI for greater impact.

🏝️ Benefits

• Competitive equity package within the industry.

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans.

• 16 weeks of paid Parental Leave for all new parents.

• Health & wellness stipend.

• Stipends for remote workspace, internet, and cellphone expenses.

• Commuter benefits available for team members commuting to the SF and NYC offices.

• Family planning benefits.

• Matching 401(k) contributions with immediate vesting.

• Flexible PTO policy, plus 80 hours of Sick Time.

• 11 company-paid holidays.

• Virtual team-building activities, lunch and learns, and various company-wide events.