Salesforce for Nonprofits: Enterprise Account Executive

Idealist-Consulting; Los Angeles (CA); Hybrid; USD 120,000 - 200,000; Full time

Benefits offered by this job

Healthcare benefits

401k match

Paid time off

Volunteer time off

Hybrid work policy

Job summary

Idealist Consulting is seeking an Enterprise Account Executive to guide nonprofit clients through sales cycles, translate needs into tailored solutions, and negotiate contracts. The role leverages networks, drives high-value leads, and collaborates with Salesforce teams and marketing on campaigns.

You’ll develop and close opportunities in a robust pipeline, educate clients on data strategy, and ensure a smooth transition from sales to service deployment.

Qualifications

• 4 years minimum experience selling Salesforce solutions for nonprofits.
• Solid understanding of nonprofit business processes and values.
• Experience leading complex, enterprise sales cycles with multiple stakeholders.
• Proven track record of meeting and exceeding sales targets.
• Excellent written and verbal communication including presentations.

Responsibilities

• Identify and develop leads and opportunities of a substantial size to ensure a robust pipeline.
• Educate, guide, and empower clients and prospects through the sales cycle.
• Translate client data strategy and other technology needs into Idealist Consulting solutions.
• Lead sales strategy for assigned territory and maintain CRM records.
• Collaborate with sales team on business development and respond to RFPs.

Skills

Sales proficiency

Relationship building

Lead generation

Communication

Negotiation

Salesforce knowledge

Nonprofit experience

Tools

Salesforce

Google Workspace

Microsoft Office

Quip

Slack

Job description

Are you a sales professional who loves learning, builds lasting relationships, has a good sense of humor and an altruistic streak? You might be an Idealist!

At Idealist Consulting, we are innovators and problem-solvers committed to global progressive action. We help organizations grow through Salesforce implementation, marketing automation, and custom application development. Idealist Consulting has been B Corp Certified since 2008.

As an Enterprise Account Executive, you’ll play an essential role on our sales team by guiding clients through the sales cycle, translating their needs into tailored solutions, facilitating contract negotiations, leveraging your network, and nurturing high-value leads to drive company growth.

Candidates must currently reside in one of the following locations to be considered for this role: Arkansas, California, Colorado, D.C., Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Maryland, Michigan, Minnesota, Montana, North Carolina, New Hampshire, Oklahoma, Oregon, Texas, or Washington. We are unable to consider candidates residing outside these locations at this time.

How You’ll Contribute:

Identify and develop leads and opportunities of a substantial size to ensure a robust pipeline

• Identify, pursue, and nurture new business opportunities within assigned territories
• Drive lead and pipeline generation through outbound sales activities
• Leverage and grow personal network to build strategic relationships and inspire referrals
• Develop collaborative co-selling relationships with Salesforce AEs and RVPs
• Collaborate with marketing on creative lead generation campaigns
• Advise on lead channels, qualifiers, and targets

Educate, guide, and empower clients and prospects through the sales cycle

• Translate client data strategy and other technology needs into Idealist Consulting solutions
• Build and maintain strong relationships with clients and prospects
• Schedule and lead organized sales calls, discovery, estimate reviews, and other follow-ups in a timely manner
• Facilitate SOW creation and contract negotiation
• Ensure smooth sales to service deployment transition

Lead sales strategy for assigned territory

• Drive sales strategy in line with established scoping process and norms
• Maintain accurate and up-to-date records of sales activities and opportunities, using established systems and templates
• Coordinate with internal Salesforce resources to address client needs and drive deal closure
• Log opportunities within partner portals as required
• Provide strategic guidance and mentorship to junior sales team members

Collaborate with sales team on business development initiatives

• Coordinate timely and detailed RFP responses for assigned prospects
• Advise on service iteration and development as market requires
• Represent the company at Salesforce industry events, conferences, and seminars

• Stay informed about Salesforce industry trends, products, and best practices
• Contribute to the ongoing improvement of sales processes and strategies
• Provide mentoring to junior sales team members
• Meet or exceed established KPI targets including quarterly bookings, opportunities closed/won, and others as assigned
• Some travel required

What You Bring to the Table:

• Baseline Expectation:
  • 4 years minimum experience selling Salesforce solutions for nonprofits
  • Solid understanding of nonprofit business process and values
  • Experience leading complex, enterprise sales cycles with multiple stakeholders
  • Proven track record of meeting and exceeding sales targets
  • Experience with market fluctuation, analysis, and navigation
  • Track record of relationship building with strong ties in the Salesforce for Nonprofit community
  • Experience building networks through events - Salesforce World Tours and Dreamforce a plus
  • Excited about technology and the power of digital transformation
  • Experience guiding nonprofits through data strategy assessments or digital transformation journeys
  • Experience with complex SOW creation and contract negotiation
  • Excellent written and verbal communication skills including presentations
  • Experience translating company go to market goals into sales strategy
  • Experience in consultative sales and/or Sandler Sales technique
  • Experience collaborating in Google Workspace, Microsoft Office Suite, Salesforce, Quip, and Slack
• Extra Credit:
  • Salesforce Admin certification or similar a plus
  • Robust Linkedin presence
  • Previous experience working for a nonprofit
  • Experience with international markets

What You Can Expect:

• Equitable total compensation package with base salary and variable compensation in the form of pooled commission
• Standardized growth targets at 90 days, 1 year, and beyond
• Humane work weeks and a Hybrid Work Policy that allows you to work from wherever you are (as long as there’s an internet connection)
• Flexible workday scheduling so you can take personal appointments during the day when you need to
• Healthcare benefit package options that meet the diversity of our team’s needs
• Generous Paid Time Off policy
• Paid Volunteer Time to encourage community involvement and civic engagement
• 401k employer match and short term leave available with tenure

A Little More About Us:

Idealist Consulting was founded in 2006 by returning Peace Corp volunteer Rob Jordan to help nonprofits and progressive organizations grow mission impact through technology. We’re committed to delivering innovative technical solutions to empower organizations working on some of the world's most important causes.

$120,000 - $200,000 a year

Total annual On-Target Earnings (OTE) is $120,000 to $200,000 including base salary and commission

Idealist Consulting is an equal opportunity employer. Idealist Consulting does not discriminate against individuals on the basis of race, color, gender, sexual orientation, gender identity, religion, disability, age, genetic information, veteran status, ancestry, or national or ethnic origin in the administration of its consulting and employment policies. We have a majority female leadership team and believe in the B Corp Declaration of Interdependence which states that businesses should aspire to do no harm and benefit all. Read our Commitment to Diversity, Equity, and Inclusion on our Ethics page.