About the Role
Handshake is at the forefront of the AI-driven career revolution, and we are looking for a high-performing Public Sector Account Director to spearhead our growth within the State and Local Government (SLG) market. This is a unique opportunity to join a mission-driven organization that has scaled from a career platform for students to a billion-dollar AI data leader, where you will be instrumental in helping government agencies modernize their workforce development and hiring strategies. In this remote-first role, you will act as a strategic partner to public sector leaders, navigating complex procurement landscapes to deliver solutions that empower millions of job seekers and thousands of employers across the nation.
As an Public Sector Account Director, you will be the primary driver of expansion within your territory, focusing on building deep, long-term relationships with senior executives and economic buyers. You will leverage your expertise in SaaS sales and government contracting to identify high-value opportunities and guide them through the entire sales lifecycle, from initial outreach to successful closure. This role is perfect for a strategic thinker who thrives in fast-paced, high-growth environments and possesses a genuine passion for creating equitable career paths through innovative technology.
Key Responsibilities- Develop and cultivate deep, consultative relationships with senior executives and key stakeholders at the executive levels within State and Local Government agencies.
- Meet and exceed annual revenue quotas by generating a high volume of strategic meetings and building a robust pipeline within large SLG departments.
- Gain a comprehensive understanding of agency-specific business drivers, challenges, and pain points to position Handshakes AI-powered solutions effectively.
- Expertly navigate complex SLG acquisition processes, procurement cycles, and diverse contracting vehicles to ensure smooth deal progression.
- Schedule, manage, and lead high-stakes meetings with senior economic buyers and department heads to demonstrate value and drive consensus.
- Craft compelling proposals, executive briefings, and business value narratives that resonate with HR and business leaders in the public sector.
- Lead regional participation in industry events and conferences to drive brand awareness and new business development opportunities.
- Coordinate large-scale, cross-functional efforts within Handshake to drive enterprise-wide agreements and ensure customer success.
- Maintain meticulous records within Salesforce.com, managing daily activity, lead follow-up, and accurate pipeline forecasting.
- Execute targeted market pursuit activities and collaborate with the broader go-to-market team to refine sales strategies.
- Minimum of 5+ years of experience as an Account Executive successfully selling SaaS-based enterprise solutions specifically into the SLG space.
- In-depth, proven knowledge of US government acquisition processes, procurement regulations, and public sector contracting.
- A consistent track record of pitching and closing six-figure deals and managing complex, multi-stakeholder sales cycles.
- Demonstrated ability to navigate large government bureaucracies and build influential relationships at the highest levels of agency leadership.
- Proven success in selling enterprise-wide solutions rather than point products, focusing on broad organizational impact.
- Exceptional customer-facing skills with the ability to command a room and present confidently to senior government officials.
- Strong analytical skills with the ability to navigate complex contract structures and develop off-cycle pipeline opportunities.
- A history of consistent quota attainment and top-tier performance in a high-growth sales environment.
- Expertise in preparing detailed account plans and value-based narratives that align with public sector missions.
- Experience collaborating effectively with internal teams including marketing, product, and legal to drive successful outcomes.
- Ownership: Generous equity grants in a high-growth, industry-leading AI and career technology company.
- Financial Wellness: Competitive base salary and commission structure, 401(k) matching, and access to financial coaching.
- Family Support: Comprehensive paid parental leave, fertility benefits, and specialized parental coaching programs.
- Wellbeing: Premium medical, dental, and vision insurance, mental health support resources, and a $500 annual wellness stipend.
- Growth and Development: A $2,000 annual learning stipend to support your professional evolution and ongoing career development.
- Remote Work Infrastructure: Stipends for internet and home office setup, along with commuting support for those visiting our SF headquarters.
- Time Off: Flexible PTO policy, 15 paid holidays, and 2 additional flex days to ensure a healthy work-life balance.
- Connection: Regular team outings, social events, and a rewarding referral bonus program.