Government Account Executive

Ranked #292 on Inc. 5000 Fastest-Growing Private Companies 2022

About Upwards:

Upwards is a fast-growing Los Angeles-based startup transforming childcare in the United States. Backed by top investors and VCs, we're making childcare accessible to all families by connecting parents, caregivers, employers, and governments to offer benefits programs that meet ever-evolving family needs.

It is our mission to make childcare affordable and accessible for all.

The role of the Government Account Executive:

Upwards currently has multiple government programs, including Uplift, Boost, CASE, and Back2Work, that help drive our mission of making childcare more accessible and affordable.

The Government Account Executive will explore new business opportunities focusing on state, local, and county governments to help bring solutions for childcare benefit offerings. This role will also manage those accounts to ensure we provide the best programs based on their needs. The ideal candidate will have a background in policy or advocacy within government settings and a proven ability to navigate complex government sales processes.

In this role, you will (job role and responsibilities):

Sales Focus:

• Design and implement effective sales strategies that integrate market research, competitive analysis, and community insight.
• Contact and connect with various U.S. government entities to identify key stakeholders, departments, and contacts to build and maintain relationships with potential leads.
• Manage the entire sales process from prospecting and outreach to delivering presentations, crafting proposals, and closing deals.
• Identify and address unique challenges faced by government agencies by developing customized solutions that align with their specific needs.
• Design and implement targeted outreach strategies that exceed sales goals while staying adaptable to the dynamic landscape of government regulations.
• Craft and continuously refine sales pitches, demos, and proposals, ensuring they are personalized to meet the unique needs of each potential government partner.
• Regularly achieve, and strive to surpass, both monthly and quarterly sales quotas.

Engagement and Outreach Strategy:

• Conduct research to pinpoint target communities and demographics for outreach, ensuring efforts are strategically aligned with specific needs and opportunities.
• Continue nurturing existing partnerships with municipalities and government entities while actively fostering new relationships with key stakeholders.
• Build strong, trust-based relationships with decision-makers in government and child care organizations by deeply understanding their unique needs, challenges, and priorities.

• Analyze the needs, preferences, and trends of each client to tailor outreach strategies effectively, ensuring campaigns are relevant and impactful.
• Identify missing information from potential leads to ensure we have the most updated and correct information when contacting leads.

Communication:

• Create and distribute communication materials, including newsletters, social media content, press releases, and blog posts.
• Present tailored information to government officials and proactively reach out to cold leads to initiate and build new relationships with potential partners

Data Analysis and Reporting:

• Create detailed outreach strategies that include clear goals, tactics, timelines, and key performance indicators (KPIs) to track progress and success.
• Prepare regular reports detailing the impact of outreach activities and suggesting improvements.
  
  

A few things about the role:

• This role will travel at a minimum 25-30% of the time.
• Must understand federal, state, and local procurement and policies.
• Must be tech savvy. We are a tech company that utilizes the Apple, Google Suite, Microsoft Office, Zoom, HubSpot, CRM, and Slack.

You will excel in this role if you:

• Enjoy building rapport and trust with prospects, leveraging your sales experience to create meaningful connections.
• Are skilled at leading demonstrations and presentations, effectively engaging busy government stakeholders.
• Have a passion for problem-solving and can navigate through multiple challenges, transitioning into solutions mode when encountering obstacles.
• Excel at transforming objections into opportunities, finding innovative ways to turn a “no” into a “absolutely, yes.”
• Proactive thinker who loves generating ideas and taking the initiative to bring them to life.
• Are scrappy, creative, and have a problem-solving mindset!

What the Interview Process will look like:

• 1st Interview: Recruiting Manager
• 2nd Interview: Vice President of Business Development
• 3rd Interview: Take-Home Exercise
• 4th Interview: Meet various members of the Upwards Team
  
  

Let’s talk about the perks at Upwards

• Salary Range: $100,000 - $140,000 yearly base with additional opportunities for OTE
• Comprehensive Benefits - Medical, Vision, Dental, Short and Long Term Disability.
• Parental Leave - Upwards provides a generous parental leave.
• Monthly Fringe Benefits - Pick something fun for yourself!
• 401K with a 3% Match - You invest in us, we are going to invest in your future.
• Flexible Paid Time Off - We encourage you to take time for yourself.
• Equity - We want our employees to be stakeholders.
• Paid access to co-working spaces or a monthly internet allowance.
• Stipend to outfit your home office - We are 100% remote, so find that comfy chair!
• Yearly professional development stipend - We support career development for all employees.

Compensation determinations rely on various factors, encompassing the position level, the individual's skills, knowledge, and capabilities, the location where the role is based, internal fairness considerations, and alignment with market data.

Upwards, as an E-Verify participant and equal opportunity employer, does not discriminate based on race, color, ancestry, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status. Rest assured that all your information will be treated confidentially in accordance with EEO guidelines.