Director of Government Partnerships

About the role

Vanta is seeking a Director to lead its Government Partnerships function, connecting the platform with federal, state, local, and education (SLED) agencies, as well as a broad ecosystem of integrators, resellers, service providers, and auditors. The role will shape strategy, build a partner network, and drive pipeline and ARR growth for the public sector.

Key responsibilities

• Define partner archetypes, tiering, and coverage models for Federal and SLED markets.
• Own the partner‑sourced pipeline and ARR contribution toward Vanta’s overall partner targets.
• Design and launch joint go‑to‑market programs, negotiate enterprise partnership agreements, and establish scaling mechanisms.
• Collaborate with the VP of Global Channel & Alliances to align public‑sector motion with the broader channel operating model.
• Build and lead a growing team, starting with one Partnerships Manager and expanding as the segment scales.
• Set metrics for partner performance, health, and network coverage.

Required profile

• Proven experience building a public‑sector partner function from the ground up.
• Strong track record of driving partner‑sourced revenue in government or regulated markets.
• Ability to operate cross‑functionally with sales, product, and channel leadership.
• Strategic mindset with a hands‑on, player‑coach leadership style.

Required skills

• Partner ecosystem design and management.
• Go‑to‑market program development.
• Enterprise partnership negotiation.
• Metrics definition and performance tracking.