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Federal Account Executive

May 23, 2026

<h2>About Handshake</h2>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.<h2>Why join Handshake now:</h2><ul style="min-height:1.5em"><li>Shape how every career evolves in the AI economy, at global scale, with impact your friends, family and peers can see and feel</li><li>Partner hand-in-hand with world-class AI labs, Fortune 500 partners and the world’s top educational institutions</li><li>Work together with engineers, scientists, operators, and more from Palantir, Meta, Scale AI, and former YC founders</li><li>Build a massive, fast-growing business with billions in revenue</li></ul><h2>About The Role</h2>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.<ul style="min-height:1.5em"><li>Manage and grow an existing portfolio of federal agency customers while continuously pipelining new, relevant opportunities</li><li>Meet or exceed annual quota across both a customer retention number and a new business target</li><li>Understand a department or agency's business drivers, challenges and pain points</li><li>Navigate federal acquisition processes and contracting, including sole source justification</li><li>Schedule, manage and run meetings with senior economic buyers within the federal government</li><li>Create proposals, executive briefings, and seasonal business reviews for HR and business leaders at federal agencies</li><li>Generate scalable pipeline and revenue to achieve 100% of annual quota attainment</li><li>Partner closely with Customer Success and Program Management teammates to ensure strong customer outcomes post-sale</li><li>Utilize <a target="_blank" rel="noopener noreferrer nofollow" href="http://Salesforce.com">Salesforce.com</a> on a daily basis to manage activity, leads, follow-up and pipeline</li></ul><h2>You Have</h2><ul style="min-height:1.5em"><li>3–4+ years of Account Executive experience selling SaaS-based solutions, ideally into the federal government or public sector</li><li>Experience with both new business acquisition and customer retention in a hybrid AE motion</li><li>Familiarity with federal acquisition processes and contracting; SLED background considered for the right candidate</li><li>Success pitching and closing deals in the six-figure range</li><li>Experience navigating and building relationships within federal departments and agencies</li><li>A strong history of quota attainment and consistent performance</li><li>Excellent customer-facing skills and comfort managing senior government stakeholders</li><li>Experience preparing account plans and business value narratives</li><li>Proven ability to collaborate successfully with a go-to-market team</li></ul>NOTE: This role is fully remote, but the candidate must be based on the east coast<h2>We Offer</h2>Handshake delivers benefits that help you feel supported and thrive at work and in life.🎯 Ownership: Equity in a fast-growing company💰 Financial Wellness: 401(k) match, competitive compensation, financial coaching🍼 Family Support: Paid parental leave, fertility benefits, parental coaching💝 Wellbeing: Medical, dental, and vision, mental health support, $500 wellness stipend📚 Growth: $2,000 learning stipend, ongoing development💻 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 bonusesExplore our mission, values, and comprehensive US benefits at <a target="_blank" rel="noopener noreferrer nofollow" href="http://joinhandshake.com/careers">joinhandshake.com/careers</a><a target="_blank" rel="noopener noreferrer nofollow" href="http://joinhandshake.com/careers.Your">.</a>

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...