Managed Services Account Executive (REMOTE)

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. 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. Partner hand-in-hand with world-class AI labs, Fortune 500 partners and the world’s top educational institutions 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. 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 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 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 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 NOTE: This role is fully remote, but the candidate must be based on the east coast Handshake delivers benefits that help you feel supported and thrive at work and in life. Equity in a fast-growing company Financial Wellness: 401(k) match, competitive compensation, financial coaching Family Support: Medical, dental, and vision, mental health support, $500 wellness stipend Remote & Office: Internet, commuting, and free lunch/gym in our SF office Time Off: Flexible PTO, 15 holidays + 2 flex days Connection: Team outings & referral bonuses