Enterprise Sales Account Executive
As the charter Enterprise Sales Executive, this is a pivotal role in the next phase of growth for DonateStock. We're looking for a high-performing Enterprise Account Executive who has experience selling into nonprofit organizations. Our ideal candidate is energized by startup life and relishes the building process in an early growth stage business. Your primary focus will be building a robust sales funnel and closing business with the largest nonprofit organizations in North America. To be successful, you will need to leverage a consultative sales approach with C-level and fundraising leaders at these organizations. This role will be instrumental in establishing DonateStock as the premier non-cash donation solution for enterprise-level nonprofits while working directly with the Head of Growth to shape our enterprise sales strategy.
Key Responsibilities
Enterprise Sales Leadership:
- Develop and execute a comprehensive sales strategy targeting nonprofit organizations with ~$25M+ in annual contributions.
- Acquire new customers by evangelizing and educating prospective organizations on the value and impact of Donate Stock’s solutions.
- Build and manage a pipeline of enterprise opportunities through strategic prospecting, networking, and leveraging existing and new relationships.
- Navigate complex sales cycles with multiple stakeholders, including C-suite executives, executive directors, development directors, and technical decision-makers.
- Achieve and exceed quarterly and annual acquisition and revenue targets for enterprise accounts.
- Deliver web-based and in-person presentations, demonstrating strong product knowledge and industry expertise.
- Serve as the voice of the enterprise customer to inform product development and go-to-market strategies.
- Attend industry conferences.
Pipeline Development:
- Create and implement effective prospecting strategies to identify and engage enterprise nonprofit organizations.
- Develop compelling outreach campaigns tailored to the unique needs of large nonprofits.
- Leverage partners, industry events, associations, and networks to build relationships with enterprise prospects.
- Collaborate with marketing to develop targeted content and campaigns for the enterprise segment.
- Build a systematic approach to pipeline management that ensures predictable revenue growth.
- Responsible for driving 50% of new pipeline in addition to inbound leads driven through marketing, partnerships, and other channels.
Market Intelligence & Strategy:
- Become a trusted advisor on non-cash donation strategies for enterprise nonprofit organizations.
- Gather and share competitive intelligence and market insights to inform company strategy.
- Identify trends and opportunities within the enterprise nonprofit segment.
- Contribute to the development of enterprise-specific features and capabilities.
- Help establish best practices for the enterprise sales function as the company grows.
Qualifications
- 3+ years experience in fundraising technology sales into Enterprise-level nonprofit clients.
- Experience with and understanding of nonprofit fundraising.
- Power-user of CRM, crossbeam and sales intelligence and automation tools.
- Consistency in exceeding sales targets and key performance indicators.
- Proven track record selling through a consultative sales cycle across multiple internal stakeholders, partners, and agencies.
- Ability to develop and execute territory and account plans.
- Strong presentation and communication skills.
- Driven, goal-oriented, curious, methodical.
What We Offer
- “Ground floor” opportunity to play a key role in our mission to unlock billions in new funding for nonprofits.
- Incentive-based comp plan based on achieving business objectives.
- Opportunity to participate as a shareholder via generous equity grant.
- Opportunity to shape the enterprise sales function from the ground up.
- Collaborative, innovative work environment with a mission-driven team.
- Comprehensive benefits package including health, retirement, and flexible work (from home) arrangements.
- Professional development and mentoring opportunities.