Senior Enterprise Account Executive

Summary

Join Handshake as a seasoned Account Executive specializing in State & Local Government accounts. You will be responsible for building and closing deals, developing relationships with key stakeholders, and driving the sales process from lead generation to closure. This role demands in-depth knowledge of SLG hiring needs and challenges, strategic thinking, and a strong focus on achieving revenue targets. The position offers a competitive compensation package and a hybrid work model, combining in-office collaboration with remote flexibility. Handshake is committed to creating an inclusive culture and providing innovative solutions to its clients. The company offers a comprehensive benefits package, including paid parental leave, health insurance, and professional development opportunities.

Requirements

• Proven knowledge of US government acquisition process and contracting
• 3-5+ years of Account Executive experience selling Saas based solutions into the SLG space
• Success in pitching and closing six-figure deals
• Experience navigating and building relationships within large departments and agencies within the SLG
• Proven ability to negotiate large government contracts while developing off-cycle pipeline and new lead generation
• Proven success selling enterprise-wide solutions
• Excellent customer-facing skills and ability to manage a room of senior government officials
• Ability to navigate complex contract structures
• A strong history of quota attainment and excellent performance
• Experience preparing account plans and business value narratives
• Proven ability to collaborate successfully with a go-to-market team

Responsibilities

• Develop and cultivate deep relationships with senior executives at executive levels
• Meet or exceed annual quota by generating high volume of meetings with SLG and its large departments and agencies
• Understand a department or agencies’ business drivers, challenges and pain points
• Navigate SLG acquisition processes and contracting
• Schedule, manage and run large department meetings with senior economic buyers within large SLG Departments
• Create proposals, executive briefings, and conduct executive roundtables for HR and business leaders at SLG agencies
• Generate scalable pipeline and revenue to achieve 100% of annual quota attainment
• Lead participation in industry events to drive new business development
• Coordinate large-scale efforts across various departments to drive enterprise-wide agreements
• Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline
• Execute new sales activities in support of our market pursuit when requested

Benefits

• Equity and ownership in a fast-growing company
• 16 Weeks of paid parental leave for birth giving parents & 10 weeks of paid parental leave for non-birth giving parents
• Comprehensive medical, dental, and vision policies including LGTBQ+ Coverage. We also provide resources for Mental Health Assistance, Employee Assistance Programs and counseling support
• Handshake offers $500/£360 home office stipend for you to spend during your first 3 months to create a productive and comfortable workspace at home
• Generous learning & development opportunities and an annual $2,000/£1,500/€1,850 stipend for you to grow your skills and career
• Financial coaching through Origin to help you through your financial journey
• Monthly internet stipend and a brand new MacBook to allow you to do your best work
• Monthly commuter stipend for you to expense your travel to the office (for office-based employees)
• Free lunch provided twice a week across all offices
• Referral bonus to reward you when you bring great talent to Handshake
• 401k Match: Handshake offers a dollar-for-dollar match on 1% of deferred salary, up to a maximum of $1,200 per year
• All full-time US-based Handshakers are eligible for our flexible time off policy to get out and see the world. In addition, we offer 8 standardized holidays, and 2 additional days of flexible holiday time off. Lastly, we have a Winter #ShakeBreak, a one-week period of Collective Time Off
• Family support: We partner with Milk Stork to provide comprehensive 100% employer-sponsored lactation support to traveling parents and guardians. Parental leave coaching and support provided by Parentaly
• Pension Scheme: Handshake will provide you with a workplace pension, where you will make contributions based on 5% of your salary. Handshake will pay the equivalent of 3% towards your pension plan, subject to qualifying earnings limits
• Up to 25 days of vacation to encourage people to reset, recharge, and refresh, in addition to 8 bank holidays throughout the year
• Regular offsites each year to bring the team together + opportunity to travel to our HQ in San Francisco
• Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake UK employees
• 25 days of annual leave + 5 days of a winter #ShakeBreak, a one-week period of Collective Time Off across the company
• Regular offsites each year to bring the team together + opportunity to travel to our HQ in San Francisco once a year
• Urban sports club membership offering access to a diverse network of fitness and wellness facilities
• Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake Germany employees
• Hybrid work model (three days in office, two days remote)