Account Executive

ACCOUNT EXECUTIVE

Location: Fully Remote Compensation: $130K–$150K OTE Comp Structure: 50/50 Base + Variable with Accelerators Employment Type: Full-Time

ABOUT OUR CLIENT

Our client is a growing B2B SaaS organization providing technology solutions that help nonprofit organizations manage critical finance, fundraising, donor management, CRM, and digital giving workflows.

As the company continues to expand its product portfolio and evolve its go-to-market strategy, it is building a more consultative, value-driven sales organization focused on understanding customer challenges and connecting those challenges to meaningful business outcomes.

Our client is seeking an experienced Account Executive to own qualified opportunities through close and help drive the company's next stage of growth.

THE OPPORTUNITY

This is an ideal opportunity for a SaaS seller who wants to move beyond transactional or demo-driven selling and develop into a highly consultative Account Executive.

You'll own the sales process from qualified opportunity through close, working with prospects to uncover business challenges, demonstrate relevant solutions, build a compelling business case, and navigate the decision-making process.

While this is not primarily a cold outbound or self-generated pipeline role, you'll need to be comfortable selling to prospects with varying levels of intent and brand awareness. Success requires creating credibility, uncovering problems, building urgency, and helping customers understand why making a change matters.

WHAT YOU'LL DO

OWN THE SALES PROCESS

• Manage qualified opportunities from discovery through close.

• Run thoughtful discovery conversations that uncover customer pain, goals, impact, urgency, budget, stakeholders, and decision criteria.

• Diagnose the underlying business problem before jumping into a product demonstration.

• Develop a clear understanding of each customer's buying process and approval requirements.

• Create and maintain strong next steps throughout the sales cycle.

DELIVER CONSULTATIVE PRODUCT DEMONSTRATIONS

• Lead clear, engaging demonstrations of a technical SaaS platform.

• Tailor demos to each customer's specific challenges, workflows, priorities, and level of sophistication.

• Translate technical functionality into accessible business language.

• Connect product capabilities directly to insights uncovered during discovery.

• Avoid generic feature tours by focusing demonstrations on the outcomes that matter most to each buyer.

SELL VALUE & CREATE URGENCY

• Translate product capabilities into customer-specific business value.

• Help prospects understand why they should change, why now, and why our client's solution.

• Quantify customer pain and potential impact where possible.

• Create urgency through business value rather than relying on discounting or pressure tactics.

• Build credibility and trust with prospects who may not already be familiar with the company or its solutions.

NAVIGATE COMPLEX BUYING CYCLES

• Manage a range of opportunities, from faster transactional sales to longer, multi-stakeholder buying processes.

• Identify decision-makers, influencers, approvers, blockers, and executive sponsors early.

• Navigate opportunities that may involve executive leadership, boards, committees, or multiple functional stakeholders.

• Build clear close plans and maintain momentum throughout longer evaluation cycles.

• Adjust your communication and business case based on the complexity of the opportunity.

SELL ACROSS MULTIPLE SOLUTIONS

• Learn a portfolio of SaaS solutions supporting nonprofit finance, fundraising, donor management, CRM, and digital giving.

• Understand which solution or workflow best addresses the customer's immediate needs.

• Identify opportunities where customers may benefit from multiple solutions.

• Position our client as a broader technology partner rather than focusing exclusively on an individual product.

• Engage multiple buyer personas across finance, development, fundraising, operations, and executive leadership.

OWN YOUR PIPELINE & FORECAST

• Maintain accurate opportunity stages, close dates, next steps, risks, and forecast categories.

• Surface deal risk early and adjust forecasts when new information emerges.

• Maintain clear customer actions and next steps throughout the sales process.

• Take ownership of conversion and revenue outcomes, not simply sales activity.

• Operate with strong pipeline discipline and accountability.

LEVERAGE AI & MODERN SALES TECHNOLOGY

• Use AI and automation as part of your daily sales workflow.

• Leverage technology to improve account research, call preparation, follow-up, discovery planning, deal strategy, and productivity.

• Use CRM, sales engagement, and conversation intelligence tools to improve execution.

• Incorporate coaching and feedback quickly into future calls and opportunities.

WHAT WE'RE LOOKING FOR

• 2–3+ years of quota-carrying closing experience, preferably within B2B SaaS.

• Proven experience owning a full-cycle or late-stage sales process.

• Strong consultative discovery skills with the ability to uncover pain, impact, urgency, stakeholders, and decision criteria.

• Ability to sell business value rather than relying primarily on product features.

• Experience delivering technical SaaS demonstrations and connecting functionality to customer outcomes.

• Experience managing opportunities involving multiple stakeholders and decision-makers.

• Strong business acumen and the ability to connect customer problems to measurable outcomes.

• Comfort selling to prospects who may not already have strong brand or product awareness.

• Strong pipeline management and forecasting discipline.

• High coachability and willingness to quickly incorporate feedback.

• Excellent written and verbal communication skills.

• Comfort working across multiple products, workflows, and buyer personas.

• Experience using CRM, sales engagement, call intelligence