SMB Account Executive (Grassroots Account Executive) at FreeWill

The Role

FreeWill is seeking an SMB Account Executive (internally known as a Grassroots Account Executive) to drive revenue by expanding the FreeWill platform to nonprofits, aiming to raise $1T collectively. This role focuses on strategic relationships with nonprofits to diversify fundraising efforts.

The Account Executive will be responsible for identifying net-new opportunities within an assigned territory, managing a $500K pipeline, and closing $100K ARR quarterly. Key responsibilities include prospecting, conducting discovery calls, negotiating contracts, and closing deals. The ideal candidate should demonstrate a track record of generating 3-5 new meetings per week and navigating C-suite decision-making processes.

This role requires adaptability, a growth mindset, and the ability to thrive in a fast-paced, startup environment. Collaboration with cross-functional teams and self-driven learning are essential.

Key Responsibilities

• Execute a full sales cycle, from discovery to negotiation and close
• Participate in brainstorming sessions, team meetings, and client engagements to develop strategic plans for new prospects
• Collaborate with Sales Development Reps to identify and pursue new business opportunities
• Demonstrate the value of FreeWill’s products and services, leveraging data to identify growth opportunities and industry trends
• Become an expert in the FreeWill platform and the broader nonprofit fundraising landscape, staying updated on industry changes and competitive developments
• Manage complex contract negotiations, working closely with legal counsel as needed
• Meet quarterly sales objectives while embodying FreeWill’s core values: focus, joy, kindness, and courage

Qualifications

• 2+ years of successful Account Executive experience in a startup SaaS company, preferably with multiple products
• Experience selling to nonprofits is a plus
• Proven ability to lead product demos and handle contract negotiations
• Self-driven prospecting experience with a track record of meeting quotas
• Strong decision-making and data-driven analytical skills
• Smart, tenacious, and kind with a growth mindset

Benefits

• Work from home with flexible hours and a flexible Paid Time Off policy
• Competitive salary, commuter benefits, and company stock options
• Comprehensive benefits including 401k, medical/dental/vision, disability insurance, life insurance, and paid parental leave
• Free One Medical membership
• Professional development budget of $800 annually
• AI Assistant (Claude) company/team account

Perks

• Regular virtual team events
• $250 monthly co-working budget (for local co-working spaces or home WiFi)
• $300 annual budget for home office setup or utility bills
• $1,000 referral bonuses for growing the FreeWill community