Enterprise Account Executive - Southern U.S.

Binti builds modern software to help every child have a safe, loving, and stable family. Working with county and state governments across 36 states, Binti's tools improve the child welfare system. The 500+ agencies using Binti serve about 42% of children in child welfare in the US, and agencies using Binti have increased the number of approved families by an average of 30%, making a real dent in the shortage of foster/adoptive parents for children in the US. Beyond helping families foster/adopt children, Binti is launching software to support families who are struggling to get the services they need to stay together with or reunify with their children.

Binti is a for-profit, mission-driven software company based in Oakland, CA. Investors include Founders Fund, First Round Capital, Kapor Capital, and others. We’re a team of 90+ people and growing quickly. We care about creating a workplace where everyone feels welcome and can bring their full self to work. We have a huge, ambitious vision to rewire government to be more effective in expanding opportunities for people around the world, and we are looking for mission-driven, high-empathy, high-performance, and low-ego team members to join us on our exciting journey towards that vision.

OVERVIEW OF  ROLE

The Enterprise Account Executive role at Binti is an integral part of our Sales / Business Development team. You will be responsible for talking to state government officials in the South Sales Region and around the country to share how Binti is driving innovation in the child welfare field with our unique software solutions. 

Our team is expanding quickly and you will work closely with other team members to build on our success, grow the company, and help foster youth and the agencies that serve them reach their full potential.  You’ll also have the opportunity to work across teams within Binti to ensure that our products surpass expectations and we exceed our goals.  

Location: Our priority region is the Southern U.S. so we are seeking candidates based in one of 4 southern US state capital cities, and the position requires up to 50% travel within the U.S.:

• Atlanta, GA

• Austin, TX

• Denver, CO

• Tallahassee, FL

Given our growth trajectory, we are also open to qualified candidates in other parts of the U.S.

WHAT YOU WILL DO

• Drive momentum in the deal process. Identify and build relationships with decision-makers and key stakeholders, resolve customer objections, and negotiate terms.

• Manage complex procurement processes, including RFPs, RFIs, RFQs, and other procurement documents (proposal, security/IT, discovery, legal)

• Engage with and establish credibility and trust with state leaders and influencers, national advocacy organizations, and national/local foundations interested in child welfare by leading virtual and (occasionally) in-person meetings and demos.

• Build and nurture a pipeline of sales opportunities through using self-generated prospecting techniques along with developing existing warm leads. Use sales and pipeline data to improve performance and maximize productivity. 

• Partner with our Government Affairs team to drive state-specific go-to-market strategies in order to hit pipeline and quota targets

• Work closely with Sales Development Representatives and other team members, explore and execute innovative methods to engage new potential customers through email campaigns, virtual and live events, conferences, etc. 

• Coordinate with the customer success team to transition new accounts to ensure a smooth launch and build out a comprehensive strategy to upsell these clients. 

• Learn about the Child Welfare space and quickly become an expert on the common software needs and pain points of these organizations.

WHO YOU ARE AND WHAT WE WILL LOVE ABOUT YOU:  

• Must have  5+ years of quota-exceeding Sales experience working for a technology company selling Enterprise solutions.

• Government sales experience in the targeted southern U.S. states is strongly preferred. 

• Experience in foster care/child welfare/health & human services programs preferred

• Strong team focus, and excellent collaboration skills to work within and across teams and with multiple different customers and stakeholders.  

• Demonstrated ability to communicate and present effectively at all levels of the organization. 

• Ability to flexibly manage multiple projects at a time/ wear many hats in a fast-paced environment. 

• Strong listening, negotiation and presentation skills. 

• Self-motivated and able to thrive in a fast-pac