Account Executive (Government Solutions Manager)

Binti builds software for state and county government agencies, focusing on reinventing social services. We started in child welfare, with the mission of helping every child have a safe, loving, and stable family. To date, we’ve helped approve more than 100,000 families to foster or adopt, and we support over 46% of the nation’s child welfare system. We have expanded our product offerings in child welfare, moving more to the root of the problem, helping families stay together and avoid separation, and are now expanding horizontally across other areas in social services.

Binti is a for-profit, mission-driven software company based in San Francisco, 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 Government Solutions Manager role at Binti is an integral part of our Business Development team. You will be responsible for cultivating relationships with senior government officials across multiple states to share how Binti is driving innovation in the child welfare field with our unique software solutions. You will seek to become a trusted advisor and partner to these senior government leaders as they navigate the complexities and challenges of transforming child welfare policy and practice to yield better outcomes, supported by innovative technology from Binti.

Our Government Solutions team at Binti 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 can be in any major US city and will require up to 50% travel within the U.S.

WHAT YOU WILL DO

• Lead and orchestrate business capture efforts in your territory at the executive level. Identify and build relationships with senior-level decision-makers and key stakeholders, resolve customer objections, negotiate terms, and successfully close new business opportunities for Binti.

• Inform and manage complex procurement processes, including RFPs, and other procurement activities (proposal, security/IT, discovery, legal), and excel in professional writing to effectively communicate Binti’s value while collaborating with your colleagues to generate winning proposals.

• Engage with and establish credibility and trust among elected officials, state leaders, influencers, national advocacy organizations, and national/local foundations interested in child welfare by leading virtual and in-person meetings and solution demonstrations.

• Build and progress a pipeline of sales opportunities to a successful “closed won” outcome through self-generated prospecting techniques and cultivating leads through a customer journey that aligns Binti solutions with customer needs and budget. Utilize sales and pipeline data to enhance performance and optimize productivity.

• Direct Government Affairs resources in alignment with your detailed strategy to drive state-specific solutions that ultimately align with pipeline and quota targets.

• Execute compelling communications to engage new potential customers through in-person dialog, telephone conversations, direct email, virtual and live events, conferences, etc.

• Coordinate with the Binti Strategic Partnership Lead to ensure a smooth implementation and collaborate on building a comprehensive strategy to grow Binti's business inside the account.

• Align and embrace the mission of enhancing Child Welfare technology to positively impact the lives of children and families, while empowering social workers to do their best work.

• Must have 2+ years of quota-achieving, full-cycle, consultative sales experience working for a company selling enterprise technology solutions or similar enterprise offerings.

• Government/public sector sales experience, ideally working with State Departments of Health and Human Services, is strongly preferred.

• Knowledge of foster care/child welfare/health & human services programs is 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 senior leadership levels.

• 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 for deal updates and management reporting.

• Compensation will be base + commission. OTE will depend on the level of experience

COMPENSATION

The annual base salary range for this role is $150,000–$185,000, depending on the candidate’s skills, experience, market conditions, and internal pay parity. This role is also eligible for commissions, with an expected On Target Earnings (OTE) of $300,000–$370,000 per year, depending on performance. The OTE range reflects a standard full-time schedule and includes both base salary and commission, which may or may not be earned based on performance. This position is classified as exempt under applicable law.

BENEFITS & PERKS

• 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

• 13 paid holidays; 11 federally observed holidays (including Juneteenth), plus Election Day and the day after Thanksgiving

• 16 weeks of paid parental bonding leave for the arrival of a newborn or newly placed infant

• Sick/mental health time separate from vacation days (accrue up to a cap of 160 hours)

• 4 weeks of sabbatical after 4 years of service at the company

• 401k, 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 initial office setup

• $50 a month effective work reimbursement to cover internet, electricity, 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.