Federal Account Executive, Handshake
$180-210k
OTE
Offers Equity
More information about location
The career platform for Gen Z
Be an early applicant
The career platform for Gen Z
1001+ employees
Be an early applicant
$180-210k
OTE
Offers Equity
More information about location
1001+ employees
Company mission
To democratize access to opportunity and ensure any student can build a great career no matter who they know, where they live or what school they attend.
Role
Who you are
- This role requires familiarity with the hiring needs and challenges of federal agencies and an understanding of how they function. It will also require strategic thinking, relationship building, and a strong focus on achieving revenue targets across both new and existing business
- 3–4+ years of Account Executive experience selling SaaS-based solutions, ideally into the federal government or public sector
- Experience with both new business acquisition and customer retention in a hybrid AE motion
- Familiarity with federal acquisition processes and contracting; SLED background considered for the right candidate
- Success pitching and closing deals in the six-figure range
- Experience navigating and building relationships within federal departments and agencies
- A strong history of quota attainment and consistent performance
- Excellent customer-facing skills and comfort managing senior government stakeholders
- Experience preparing account plans and business value narratives
- Proven ability to collaborate successfully with a go-to-market team
What the job involves
- As a Federal Account Executive, you will own both new business acquisition and the growth of an existing portfolio of federal agency customers. You will develop and nurture relationships with key stakeholders, identify opportunities, and drive the sales process from prospecting to close across your named book of accounts
- Manage and grow an existing portfolio of federal agency customers while continuously pipelining new, relevant opportunities
- Meet or exceed annual quota across both a customer retention number and a new business target
- Understand a department or agency's business drivers, challenges and pain points
- Navigate federal acquisition processes and contracting, including sole source justification
- Schedule, manage and run meetings with senior economic buyers within the federal government
- Create proposals, executive briefings, and seasonal business reviews for HR and business leaders at federal agencies
- Generate scalable pipeline and revenue to achieve 100% of annual quota attainment
- Partner closely with Customer Success and Program Management teammates to ensure strong customer outcomes post-sale
- Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline
Our take
The three founders of Handshake established their company in an attempt to eliminate inequality and make the student hiring landscape fairer. The Handshake platform acts as a LinkedIn for college students, pairing students from every walk of life with more than 650K employers, including the entire Fortune 500, which includes Google and Nike.
The graduate recruitment platform is open to any student with a valid @.edu email address, with more than 17M active users from thousands of colleges and universities. With a student-first philosophy, the company generates revenue from both universities and employers rather than students.
Valued at $3.5B, Handshake has gained traction in a competitive market, although it has strong competition from recruiting giants LinkedIn and Indeed. It stands out, however, by helping students build new relationships and skills, rather than simply making connections to people they already know.
Steph
Company Specialist at Welcome to the Jungle
Insights
2% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jan 2022
$200m
SERIES F
May 2021
$80m
SERIES E
Total funding: $434m
Company benefits
- Health Insurance: Comprehensive medical , dental, and vision coverage
- Fertility and family forming: Through a partnership, Handshake offers comprehensive family benefits, including infertility treatments and a $15K stipend, to its employees.
- LGTBQ+ coverage: All medical plans cover transgender services.
- Mental health: Discounts on a variety of wellness apps and an Employee Assistance Program with access to five free counseling sessions.
- Tax savings: Tax-advantaged benefits to save money on healthcare, dependent care, and other expenses.
- Learning & development: Employees are provided with an annual stipend to use towards professional development, career development workshops, manager trainings, and 1-on-1 coaching through external partnerships
- Community leader support: Employee Resource Group leaders are compensated with a quarterly bonus for the high-impact work the role requires
- Parental leave: Leaves of 16 weeks for birth-giving parents and 10 weeks for non-birth-giving parents; the policy applies to adoptions as well. Handshake also partners to provide one-on-one coaching on preparing for leave and coming back from leave
- Flexible time off: No accrued time off or waiting period to take vacation. Two paid flexible holiday days off to observe holidays that closely align with religious, cultural, and personal needs
- Sabbatical: Paid six-week sabbatical to recharge and reset beginning at six years of continuous, full-time employment, and every four years thereafter
- Volunteer time off: Two days off for social and civil activism, volunteer work, and/or any related activities, including attending and participating in protests
- Life & disability insurance: Essential benefits and automatic coverage with basic life insurance, plus short-term and long-term disability coverage.
- 401k match: Dollar-for-dollar match up to 1% of pay, with a max of $1,200 per year.
Company HQ
Financial District, San Francisco, CA
Leadership
Garrett Lord
(Co-Founder & CEO)Majored in Computer Science at Michigan Technological University. Interned at Palantir Technologies before co-founding Handshake in 2012.
Ben Christensen
(Co-Founder)Graduated from Michigan Technological University with a degree in Computer Networking & Systems Administration. Interned at Target and worked as a Developer at Up and Running Software. Was part of Arbor Networks' ASERT Security Research team.
Scott Ringwelski
(Co-Founder)Attained a degree in Computer Software Engineering from Michigan Technological University. Co-founded Handshake in 2012.
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