Director, Vanta for Government (V4G) Partnerships

Vanta's V4G Partnerships function sits at the intersection of our platform, the government agencies and contractors we serve, and the broad network of systems integrators, resellers, service providers, and auditors within the public sector compliance and risk management ecosystem. You'll help build and grow these partnerships to build pipeline, as well as to ensure that customers have access to high-quality, trusted delivery through Vanta.

As Director, Vanta for Government (V4G) Partnerships, you will own Vanta's partner function for the public sector — the strategy, the network, and the programs that let it scale — supporting both our government sales motion (Federal and SLED) and our government vendor business. Reporting directly to the Head of Public Sector, you will define the partner archetypes, tiering, and coverage model required to serve government demand, and own V4G partner-sourced pipeline and ARR that rolls into Vanta's overall partner-sourced target. You'll work in close partnership with the VP of Global Channel & Alliances, who owns that overall target and channel operating model, to ensure the public sector motion is built on — and strengthens — that foundation. This is a high-impact, cross-functional role for someone who has built a public sector partner function from the ground up: designing joint GTM programs, negotiating enterprise partnership agreements, and standing up the mechanisms that let a partner network scale beyond the person running it.

You'll have meaningful scope: you'll own the V4G partner function — the strategy, the partner network, the program design, and the team — and decide how Vanta invests across public sector partners, including tiering, enablement investment, and where to expand or exit. You'll own the V4G partner-sourced pipeline and ARR contribution, and the coverage standard that determines how partner resources are leveraged and applied across Vanta’s government and commercial opportunities. You'll start with one partnerships manager and build the team as the segment grows, taking a “player-coach” approach to help establish that growth.

What you’ll do as a Director, Vanta for Government Partnerships at Vanta:

• Own the V4G partner strategy across Federal and SLED — define the partner archetypes Vanta needs (resellers, service partners, GSIs, 3PAOs and C3PAOs), the tiering and coverage model, and the multi-year plan to build a network that meets government and commercial demand.
• Own the V4G partner-sourced pipeline and ARR contribution to Vanta's partner-sourced target, and define the metrics by which public sector partner performance, partner health, and network coverage are measured — including the coverage standard for FedRAMP and CMMC delivery capacity.
• Design the programs and mechanisms that let the network scale — partner tiering and certification, enablement paths, co-sell motion, MDF and investment allocation, partner health frameworks, and standardized partner agreements built with Legal.
• Build and lead the V4G partnerships team, starting with one manager and scaling with the segment. Set the operating rhythms, quality bar, and performance standards, and develop the team to own partner relationships directly.
• Partner with the VP of Global Channel & Alliances and the broader channel organization to extend the V4G motion across Vanta's full partner ecosystem — including MSPs, VARs, and auditors working on federal compliance programs like FedRAMP and CMMC — ensuring the public sector motion strengthens rather than duplicates the commercial one.
• Serve as the voice of the government ecosystem inside Vanta, with influence in V4G product roadmap, packaging, and pricing decisions — translating what partners, commercial customers, and government agencies need into a prioritized point of view Product and Engineering can act on.
• Expand the network and reduce concentration risk by identifying and onboarding new firms, capturing demand from large partners not yet engaged, and making clear calls about where Vanta invests and where it walks away.

How to be successful in this role:

• 10+ years of experience managing public sector channel and/or partnerships, with a strong network across GSIs, managed service providers, resellers, and auditors.
• Deep familiarity with the public sector ecosystem, including Federal and SLED go-to-market motions and federal compliance programs, such as FedRAMP and CMMC.
• 5+ years of people management experience, including managing performance across a team.
• Experience owning a revenue target delivered through partners, including defining the metrics and operating cadence required to hit it.
• Proven ability to build, manage, and grow external partner relationships at scale — ideally within cybersecurity, GRC, or compliance-adjacent ecosystems.
• Experience partnering with systems integrators, MSPs, VARs, and audit firms; direct audit or assessor experience is a plus but not required.
• Strong instincts for balancing technical/domain credibility with business development thinking
• Track record of building or scaling a partner or channel network, reducing risk through diversification, or driving quality programs in an external-facing capacity
• Demonstrated ability to coordinate cross-functionally across GTM, product, legal, marketing, and channel sales teams
• Comfort navigating ambiguity and building structure in a fast-moving, high-growth environment
• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
• 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.