SMB Account Executive (Grassroots) at FreeWill

FreeWill is seeking an SMB Account Executive (internally known as a Grassroots Account Executive) to be a leading force that fuels our mission to provide the FreeWill platform to nonprofits to raise $1T.

The Account Executive position is responsible for revenue generation through strategic relationships with nonprofits. You will identify net-new opportunities within an assigned territory of accounts. We are a customer-centric sales team where your daily responsibilities will include:

• Prospecting and booking new meetings
• Conducting discovery with new prospects
• Communicating via phone, email, and teleconference
• Demonstrating thought leadership and platform solutions to advance sales
• Negotiating contract terms and customer pricing during the sale
• Preparing proposals, presentations, and contracts resulting in closed-won deals
• Developing strategic plans to drive sales within your territory

We are looking for proven experience with prospecting that results in 3-5 new meetings per week. Experience with managing a $500K pipeline at all times and closing $100K ARR quarterly while navigating a buying process where C-Suite decisions are the norm. Candidates should be able to demonstrate actual performance against past quotas. We expect the responsibilities to sometimes shift, and aim to hire an individual who is comfortable moving quickly in a fast-paced and/or startup environment. The right candidate will be an energetic person with passion and innate drive to excel at any task. We are also looking for someone who is able to learn different customer profiles/personas through team collaboration and self-started learning.

Responsibilities

• Execute a sales process through discovery, solution, pricing, negotiation, and close
• Participate in brainstorming, team meetings, and client meetings, researching and assisting with program development for new prospects
• Collaborate with Sales Development Reps to prospect for new business
• Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
• Become an expert in the FreeWill platform and the broader nonprofit fundraising landscape
• Stay current with changes and developments in the nonprofit industry, including gathering competitive information on products and services, and sharing this information with the product development, marketing, customer service, and executive teams
• Manage complex contract negotiations and work with legal counsel as required
• Meet quarterly sales objectives
• Act with FreeWill’s values of focus, joy, kindness, and courage

Qualifications

• 2+ years of successful Account Executive experience in a startup SaaS company with multiple products
• Experience selling to nonprofits is a plus
• Experience leading your own product demos
• Experience handling negotiations and contract signing
• Experience managing your own prospecting
• Ability to make a strategic decision and run with it
• Ability to understand data and make data-driven decisions
• Smart, tenacious, and kind, with a growth mindset

Benefits

In addition to the immense personal and professional satisfaction you’ll gain from helping to raise $1T for high-impact nonprofits in a kind and joyful work environment, full-time employees at FreeWill are eligible for the following benefits:

• Work from home
• Flexible Paid Time Off policy
• Flexible hours
• Competitive salary
• Commuter benefits
• Company stock options
• 401k
• Medical/Dental/Vision (some single coverage medical plans are 100% employer paid, subsidized rates for spousal, parent-child, and family coverage)
• Short-term and long-term disability insurance
• Life and AD&D insurance
• Free One Medical membership
• Paid parental leave for all parents

Perks

• Regular (virtual) team events
• $250 monthly co-working budget which can be used for local co-working spaces and your home wifi bill
• $300 annual budget to outfit your home office or cover utility bills
• $1,000 referral bonuses for growing our FreeWill community
• $800 annual professional development budget
• Claude (AI Assistant) company/team account