Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Consistently achieve or surpass quota targets.

• Maintain an accurately forecasted pipeline in HubSpot, ensuring strong CRM hygiene and activity tracking.

• Monitor and enhance key performance metrics: demo-to-close rate, deal velocity, average contract value, and total processing volume.

• Identify opportunities for expansion within current accounts and collaborate with Customer Success on upselling initiatives.

• Convert warm inbound leads generated through paid acquisition, referrals, and partnerships, closing them with urgency and expertise.

• Develop your own outbound pipeline through proactive prospecting, targeted account research, and personalized outreach to churches and nonprofits within your territory.

• Conduct engaging discovery calls and product demonstrations that effectively communicate Overflow’s value in cash and non-cash giving, Tap, and Generosity University.

• Navigate multi-stakeholder buying processes involving Lead Pastor, Executive Pastor/Director, CFO, and Development Director audiences.

• Negotiate contracts, structure pricing, and close high-value deals—both inbound and self-generated—that balance organizational value with Overflow’s profitability.

• Simplify complex financial products and compliance requirements into clear, compelling terms for non-technical buyers.

• Support targeted outbound outreach when necessary, including follow-ups from events and marketing campaigns.

• Re-engage warm leads or organizations that are already familiar with Overflow.

• Conduct thoughtful, personalized outreach in addition to high-volume prospecting.

• Provide insights to enhance messaging, targeting, and engagement strategies.

• Represent Overflow at 6–10+ industry conferences, church expos, and nonprofit summits annually—building relationships, sourcing deals, and expanding brand presence.

• Establish yourself as a trusted advisor to ministry and nonprofit leadership—consultative, mission-aligned, and committed for the long term.

• Master multi-threaded selling—develop relationships across finance, development, and executive leadership simultaneously within each account.

• Re-engage warm leads, past prospects, and partner-referred organizations through timely and personalized follow-up.

⛳️ Requirements

• 5+ years in SaaS, business development, or tech sales with a proven history of meeting and exceeding quotas.

• Full-cycle sales experience: from inbound qualification through discovery, demo, negotiation, and closure.

• Experience navigating complex, multi-stakeholder deals with sales cycles of 30–180 days.

• Demonstration excellence—capable of delivering compelling, customized product demonstrations that create urgency.

• Mastery in objection handling: addressing pricing, implementation timelines, platform transitions, and ROI justification.

• Strong written and verbal communication skills—clear, concise, and confidence-inspiring.

• Proficient in ROI storytelling: adept at constructing business cases that quantify value through increased donation volume and donor retention.

• Financial literacy: comfortable discussing stock donations, cryptocurrency, DAFs, and tax implications for donors.

• Compliance awareness: able to address security, data privacy, and regulatory concerns confidently.

• Familiarity with the nonprofit, philanthropy, fintech, or faith-based sectors is a significant advantage.

• CRM expertise: proficient in HubSpot for managing pipelines, forecasting, and tracking activities.

• Tech stack fluency: experienced with Gong, LinkedIn Sales Navigator, ZoomInfo, or similar prospecting and enablement tools.

• Comfort using AI tools (Claude, ChatGPT, Gemini, etc.) to enhance productivity, research accounts, and personalize outreach.

• Data-driven: consistently track metrics and refine approaches based on performance insights.

• High emotional intelligence—exceptional listener, empathetic communicator, skilled at building trust quickly.

• Coachable: eager learner who seeks feedback and continually improves their craft.

• Resilient: thrives under pressure, recovers from rejection, and maintains optimism throughout medium to long sales cycles.

• Collaborative spirit: works effectively with teammates, leadership, and cross-functional partners.

🏝️ Benefits

• Competitive base salary with eligibility for equity and commission.

• Comprehensive medical, dental, and vision coverage for employees and their dependents.

• Generous paid time off along with company holidays.

• Paid parental leave.

• 401(k) retirement plan.

• Dedicated mental health and therapy stipend to support personal well-being.

• Team retreats and intentional in-person gatherings throughout the year.

• Annual Disney Park experience as part of our team culture and celebration of generosity.