Handshake
Employer Revenue
FederalAccountExecutive
Neural analysis suggests this role is
optimal for Mid candidates.
“Federal Account Executive at Handshake. Skills: Account Executive, Federal Sales, SaaS Sales. Own new business acquisition. Grow existing federal agency customers”
What You'll Achieve.
Meet or exceed annual quota; Achieve 100% of annual quota attainment
Industry & Context.
Must be based on the east coast
What They're Looking For.
Must Have
3–4+ years of Account Executive experience selling SaaS-based solutions, Experience with both new business acquisition and customer retention, Success pitching and closing deals in the six-figure range, Experience navigating and building relationships within federal departments and agencies, A history of quota attainment and consistent performance, Excellent customer-facing skills, Comfort managing senior government stakeholders, Experience preparing account plans and business value narratives, Proven ability to collaborate successfully with a go-to-market team
Nice to Have
Ideally HR tech into federal government or public sector organizations, Familiarity with federal acquisition processes and SLED background considered for the right candidate
What You'll Do.
Own new business acquisition
Grow existing federal agency customers
Develop and nurture stakeholder relationships
Identify opportunities
Drive sales process from prospecting to close
Manage and grow existing portfolio
Pipeline new opportunities
Meet or exceed annual quota
Understand agency business drivers
Navigate federal acquisition processes
Schedule and run meetings with senior buyers
Create proposals and executive briefings
Generate scalable pipeline and revenue
Partner with Customer Success
Partner with Program Management
How You'll Work.
Team & Collaboration
Partner closely with Customer Success and Program Management teammates; Collaborate successfully with a go-to-market team
Communication Scope
Excellent customer-facing skills; Comfort managing senior government stakeholders
Full Job Description
ABOUT HANDSHAKE Handshake was founded on a simple belief that everyone deserves a path to a great career, regardless of where they went to school or who they know. Today, we power 25 million job seekers, 1 million+ employers, and 1,600 educational institutions. In 2025, we started Handshake AI and built the fastest-growing AI data business in history. We work directly with frontier AI lab researchers to create evaluations, publish benchmarks, and push the boundary of data. We’ve grown from $0 to ~$1B run rate and pay ~$60M to over 30K individuals every month. WHY JOIN HANDSHAKE NOW: - Shape how every career evolves in the AI economy, at global scale, with impact your friends, family and peers can see and feel - Partner hand-in-hand with world-class AI labs, Fortune 500 partners and the world’s top educational institutions - Work together with engineers, scientists, operators, and more from Palantir, Meta, Scale AI, and former YC founders - Build a massive, fast-growing business with billions in revenue ABOUT THE ROLE 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. 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. - 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
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