Account Executive - SMB (US)

FreeWill (HearstLab); United States; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Work from home

Flexible PTO

Flexible hours

Commuter benefits

401k

Medical, dental, and vision insurance

Disability insurance

Life and AD&D insurance

Free One Medical membership

Paid parental leave

Job summary

FreeWill is seeking an SMB Account Executive (Grassroots Account Executive) to bring the FreeWill platform to nonprofits and drive our mission to raise $1T for high-impact organizations. You will generate revenue through strategic nonprofit partnerships, book 3–5 new meetings per week, conduct discovery calls, and lead product demonstrations to advance deals.

You will manage a $500K pipeline, negotiate terms with C-Suite buyers, close $100K ARR quarterly, and collaborate with SDRs in a

Qualifications

• 2+ years of successful Account Executive experience in a startup SaaS company.
• Experience selling to nonprofits is a plus.
• Experience leading product demos.
• Experience handling negotiations and contract signing.
• Experience managing your own prospecting.
• Can manage a $500K pipeline and close $100K ARR quarterly.
• Able to learn different customer profiles/personas via collaboration.

Responsibilities

• Generate revenue through strategic relationships with nonprofits within an assigned territory.
• Prospect and book 3–5 new meetings per week.
• Conduct discovery with new prospects via phone, email, and teleconference.
• Demonstrate thought leadership and present platform solutions to advance sales.
• Negotiate contract terms and customer pricing during the sale.
• Prepare proposals, presentations, and contracts resulting in closed-won deals.
• Develop strategic plans to drive sales within your territory.
• Collaborate with Sales Development Reps to prospect for new business.
• Illustrate the value of products to create growth opportunities; analyze data to identify trends.
• Become an expert in the FreeWill platform and nonprofit fundraising landscape.
• Stay current with nonprofit industry developments and competitive information.
• Manage complex contract negotiations with legal counsel as required.
• Meet quarterly sales objectives.
• Act with FreeWill’s values of focus, joy, kindness, and courage.

Skills

Account Executive

Startup SaaS

Nonprofit sales

Product demos

Negotiations

Prospecting

Pipeline management

Quota attainment

Job description

FreeWill is seeking an SMB Account Executive (internally known as a Grassroots Account Executive) to help provide the FreeWill platform to nonprofits and drive our mission to raise $1T for high-impact organizations.

Responsibilities will include:

• Generate revenue through strategic relationships with nonprofits within an assigned territory
• Prospect and book new meetings, aiming for 3-5 new meetings per week
• Conduct discovery with new prospects and communicate via phone, email, and teleconference
• Demonstrate thought leadership and present platform solutions to advance sales
• Negotiate contract terms and customer pricing during the sale
• Prepare proposals, presentations, and contracts resulting in closed-won deals
• Develop strategic plans to drive sales within your territory
• 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, gathering and sharing competitive information
• 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

You’re a great fit if you:

• Have 2+ years of successful Account Executive experience in a startup SaaS company with multiple products
• Have experience selling to nonprofits (a plus)
• Have experience leading your own product demos
• Have experience handling negotiations and contract signing
• Have experience managing your own prospecting
• Can manage a $500K pipeline at all times and close $100K ARR quarterly, navigating C-Suite buying processes
• Can demonstrate actual performance against past quotas
• Are able to make strategic decisions and run with them
• Understand data and make data-driven decisions
• Are smart, tenacious, and kind, with a growth mindset
• Are comfortable moving quickly in a fast-paced and/or start-up environment
• Are able to learn different customer profiles/personas through team collaboration and self-started learning

Total Compensation

Competitive salary plus company stock options.

Additional benefits include:

• Work from home
• Flexible Paid Time Off policy (minimum of three weeks recommended annually)
• Flexible hours
• Commuter benefits
• 401k
• Medical, dental, and vision insurance (some single coverage medical plans are 100% employer paid; subsidized rates for dependents)
• 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 for local co-working spaces and home wifi
• $300 annual budget to outfit your home office or cover utility bills
• $1,000 referral bonuses
• $800 annual professional development budget
• Claude (AI Assistant) company/team account

Hiring Process

• Recruiter Phone Screen (30 minutes)
• Hiring Manager Interview (30 minutes)
• Mock Discovery Call (30 minutes)
• Final Interviews (two total: one 30-minute and one 45-minute interview)
• Offer (contingent on positive references)

Please note: Steps in the hiring process may change. The Recruiter will be your point of contact for updates.

AI Policy

Candidates are expected to demonstrate their experience and skills through their own words and work, not through AI-generated content. Use of AI-generated responses during the hiring process is discouraged and may result in not moving forward. Use of AI tools to enhance work is encouraged once hired.

EEOC & Diversity Statement

FreeWill is an equal opportunity employer and values diversity. We are committed to building an inclusive, diverse, equitable, and accessible workplace. If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply.