Account Executive - Sled

Company Overview:

At Beam (formerly Edquity), we're building technology that empowers institutions and government leaders to deliver funding equitably, efficiently, and securely to those who need it most. Our research-backed approach streamlines the administration of benefits while also addressing common pitfalls in program management — including racial bias, inefficiency, compliance risk, and lack of transparency and monitoring — to quickly deliver funds to those with the greatest need. Since 2020, we've delivered more $340M in cash grants to hundreds of thousands of people in need through our platform.

Beam is a Series A stage, venture-backed company and has received support from many of the leading impact and postsecondary success investors, and has also received non-dilutive support from foundations like the Bill and Melinda Gates Foundation.

Job Overview:

Beam is hiring an Account Executive to help scale Beam's sales in the SLED (state/local and education) markets. This position is foundational and ultimately responsible for growing Beam's middle- and bottom-of-funnel sales initiatives. The ideal candidate will have domain expertise, the ability to foster new relationships with municipal, county, and/or state governments, and an understanding of government sales/procurement cycles, especially for SaaS technologies.

The successful candidate will have a client solution-focused approach and the capability to develop a deep understanding of prospective accounts and the government market, relevant policy environment, and competitor products and activities.

The Account Executive will ideally possess 5+ years of sales or business development in roles working within government technology. The successful candidate will have a proven record of success in prospecting, identifying new client opportunities, solving prospect challenges, securing new accounts, and exceeding sales quotas. Established relationships with government customers is considered a major asset. This role will report directly to the VP, Sales.

What You'll Do

• Develop a pipeline of new business contacts and opportunities with SLED markets and maintain regular progress reviews.
• Manage all aspects of the sales process from early discovery, proposal, closing, and negotiation (including contracts, redlines and SoWs).
• Create and execute a territory plan strategies for shortening the sales cycle, optimizing pricing, and maximizing revenue.
• Assist in crafting RFPs and RFP responses as needed.
• Manage to weekly, monthly and quarterly KPIs including activity metrics, appointments, pipeline growth, closed sales and ARR.
• Develop an understanding of Beam's solution offering and perform demonstrations and value propositions.
• Complete stakeholder mapping and prospect research that involves the development of relationships at a senior level within government partnerships.
• Participate in ongoing conversations with relevant Beam stakeholders to strategize for and develop diversified recurring revenue opportunities.

Qualifications, Experience, and Mindsets:

• At least 5 years of experience in sales, with a minimum of 2+ years in SLED markets
• Past successful experience in closing 100k+ deals
• Experience in start-up technology companies
• Confidence and comfort with prospecting and lead management as a part of daily/weekly work
• An understanding of and passion for our product and the problems it works to solve
• Track record of professional and effective verbal and written communication with customers
• Strong organizational skills with a high level of attention to detail
• Experience handling multiple projects simultaneously in a fast-paced environment with the ability to embrace change and show good judgment

Compensation and Benefits:

The salary range for this position has been benchmarked in relation to the scope of the role, market rate, company stage, and internal equity. The base salary for this role will be between $90,000 - $110,000 + uncapped commission. Where a candidate falls within the band is determined by skillset, experience level, and geographic location. In addition, this role includes a on target earning commission structure. Furthermore, this role will come with a total compensation package that includes equity shares and competitive benefits. Some of our benefits include:

• Fully remote workforce
• Fully paid health insurance (Medical/Vision/Dental)
• Unlimited PTO, Sick and Mental Health Benefits
• 11 paid company holidays
• 401k with a 4% match
• Generous parental leave
• Annual Professional Development Stipend
• One-time Home Office Setup Stipend
• Equity in Beam
• Many more!

Beam provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.