Enterprise Account Executive

About Binti Binti builds modern software to help every child have a safe, loving, and stable family; working with county and state governments across 34 states, Binti's tools improve the child welfare system. The 430+ agencies using Binti serve about 36% of children in child welfare in the US. On average, agencies using Binti have increased the number of approved families by 18%, 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.   We’re a team of 100+ people and growing quickly. We have a huge, ambitious vision to rewire government to be more effective in order to expand opportunity for people around the world. We care about creating a workplace where everyone feels welcome and can bring their full self to work. We are looking for mission-driven, high empathy, high performance, low ego team members to join us on this exciting journey.    Binti is a for-profit, mission-driven software company based in Oakland, CA. Investors include Founders Fund, First Round Capital, Kapor Capital, and others.   Join us as we strive to reinvent child welfare, and make a difference one community at a time.     OVERVIEW OF ROLE The Enterprise Account Executive role at Binti is an integral part of our Business Development team. You will be responsible for talking to state governments 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.   This position may require up to 25-30% travel within 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. Managing 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 Working 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 is strongly preferred.  Experience in foster care/child welfare 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-paced, results-driven environment  Ability to assess customer needs and build strong, trusted, relationships at all levels. Excellent time and project management skills, with a drive to improve processes and attention to detail and follow-up. to improve inefficient processes Experience using Salesforce CRM a plus.  Compensation will be base + commission. OTE will depend on level of experience   The base salary for this role ranges from $99,000 - $168,000 with on-target earnings of $198,000-$336,000 Actual compensation within this range will vary based on experience, education, knowledge, and skills, and will be determined through the interview process according to our standard procedures and leveling. Binti strives to be in the 90th percentile of market range for a Series B company. We are also proud to offer a comprehensive perks and benefits package, as outlined below. Perks and Benefits An above-market compensation package (salary + equity) Excellent medical, dental, vision, and life insurance - 99% of insurance premiums covered for you + your dependents Flexible vacation time to promote a healthy work-life blend 16 weeks of paid parental bonding leave for the arrival of a newborn or newly placed infant 13 paid holidays; 11 Federally observed holidays (including Juneteenth), plus the day after Thanksgiving and Election Day Sick/Mental Health time separate from vacation days (72 hours) 4 weeks of sabbatical after 4 years of service at the company 401(k) with 100% match of contributions up to 4% of your annual salary Commuter benefits, FSA, and DCSA with administration paid for $5,000 annual bonus for employees who volunteer as a CASA  (court-appointed special advocates) $2,500 annual reimbursement for ongoing learning and development, with opportunities to attend trainings/conferences, on-site speaker series, and lunch and learns $300 reimbursement for virtual home office setup $50 a month remote work stipend to cover internet, electricity, home office setup costs or lunch/snacks with coworkers Paid Jury Duty    At Binti, we celebrate having a diverse team and believe our differences make us stronger. Binti is proud to be an equal opportunity workplace and is an equal opportunity employer. We welcome all qualified applicants to apply without regard to race, color, religion, gender, sexual orientation, age, national origin, disability, or protected Veteran status.