Business Development Junior Account Executive

About Velari Consulting

Velari Consulting Inc. is a California-based consulting firm specializing in business development, RFP strategy, and market expansion for organizations serving educational institutions. Velari partners with afterschool program providers and school districts to build high quality afterschool programming opportunities for children.

Position Summary

The Business Development Junior Account Executive owns the full sales cycle for Velari's consulting services — from generating leads to signed contracts. You will work directly with the Founder & CEO, carry a revenue quota, and be compensated accordingly.

Core Responsibilities

Full-Cycle Sales Execution

• Cold calls and cold email distribution to our target market
• Own discovery calls and needs assessments with prospective clients (afterschool providers, school districts, education companies)
• Lead proposal presentations and pricing conversations, partnering with the BD Associate/Intern team on document production
• Negotiate and close consulting agreements, Master Consulting Agreements (MCAs), and RFP-based engagements
• Maintain accurate, up-to-date forecasting in the Sales Pipeline for all opportunities in active stages

Pipeline & Account Strategy

• Work with the BD Associate/Intern team to prioritize which leads and RFPs deserve direct sales attention, using Velari's RFP scoring rubric
• Identify expansion opportunities within existing accounts (renewals, added services, referrals)
• Build and maintain relationships with key decision-makers at target districts and provider organizations

Cross-Functional Collaboration

• Partner with the Founder & CEO on pricing strategy, positioning, and go-to-market decisions
• Provide field feedback to refine outreach messaging, proposal templates, and the RFP scoring rubric
• Represent Velari at industry conferences and tradeshows where high-value prospects are present

What Success Looks Like Over Time

• Months 1-3: Learn Velari's service offerings, brand, and existing client relationships. Begin taking ownership of warm opportunities already in the pipeline.
• Months 4-9: Independently manage the full sales cycle on new opportunities; consistently meet or exceed quarterly quota.
• Year 1+: Own a defined territory or client vertical, mentor BD Associates/Interns on qualifying leads, and contribute to pricing and packaging strategy as Velari expands its service lines.

Ideal Candidate Profile

• 3-5+ years of full-cycle B2G sales experience, ideally in education, consulting, professional services, or the nonprofit/public-sector space
• Track record of carrying and meeting a revenue quota, with references who can confirm it
• Comfortable navigating longer, relationship-driven sales cycles (school district procurement is not a fast close)
• Confident negotiating contract terms and pricing directly with clients
• Familiarity with, or strong interest in learning, K-12 expanded learning, RFP/procurement processes, and district decision-making structures
• Self-directed and comfortable being the primary revenue driver at an early-stage company

Compensation Structure

Structured to reward closed revenue and long-term account health, not just activity:

Base Salary

• $35/hour

New-Business Commission

• 6% of first-year contract value on newly signed client agreements

Residual Commission

• 3% on renewed or continuing engagements from accounts this role originated, for as long as the contract remains active

On-Target Earnings (OTE)

• $85,000-$110,000+ total, assuming quota attainment; uncapped upside above quota

Growth Incentive

• Path to full time Senior Sales Executive or Director of Business Development as Velari's client base and revenue scale, with the option to eventually manage BD Associates/Interns supporting the pipeline

Pay: From $35.00 per hour

Work Location: Hybrid remote in Visalia, CA 93291