Account Executive, Data Partnerships

Handshake•Nashville, TN

About The Position

Handshake is building a new business focused on licensing proprietary data from companies to AI labs. This is a zero-to-one build where the Account Executive will be responsible for identifying companies with valuable data, engaging with key decision-makers, conducting thorough discovery to understand their data assets and comfort levels, and managing the deal process from scoping to signature. The role involves high-volume outbound prospecting but requires a consultative approach to build trust and handle sensitive data licensing agreements. Success relies on a blend of sales hustle, deep discovery, and resilience.

Requirements

1-2 years of prospect or customer facing, high volume outbound sales experience
Ideally, a second sales role with real activity metrics and a track record of quota attainment
Comfortable with high-intensity, fast-moving environments
Coachable and adaptable
A real discovery mindset: comfortable asking more questions than answering on a first call
Composure under difficult or awkward conversations
Process discipline: clean notes, real follow-through
Comfortable with ambiguity

Nice To Haves

Experience selling into technical buyers (CTOs, Heads of Data/Eng)
Background in data licensing, ad-tech data, enterprise SaaS, or API/platform sales
Familiarity with data privacy or compliance basics (GDPR/CCPA)

Responsibilities

Run high-volume outbound (calls, email, LinkedIn) against a target account list to find companies with data worth licensing
Get past the gatekeeper and onto a real conversation with an owner, founder, CTO, or Head of Data
Run thorough discovery to understand what data a company has, how it's structured, who has the authority to sell it, and what would make them comfortable saying yes
Handle objections related to competitive fears, security concerns, and trust with patience
Own the deal end to end: scoping, looping in legal/security when needed, negotiating terms, and getting to signature
Hit weekly activity and pipeline targets
Help build the playbook, including scripts, target lists, and processes