Account Executive – Level 1

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Manage the entire sales process from initial discovery to closing the deal.

• Qualify demos set by inbound leads and Sales Development Representatives (SDRs).

• Conduct consultative demos with a focus on delivering value.

• Address pricing discussions and objections, negotiate terms, and finalize sales.

• Generate approximately 30% of the opportunity pipeline through outbound calls, emails, and LinkedIn outreach.

• Achieve and maintain a monthly quota based on Annual Contract Value (ACV) and closed-deal volume.

• Develop and sustain a robust pipeline through outbound prospecting, follow-up sequences, and re-engagement of previously closed-lost opportunities.

• Execute demos and discovery sessions from the perspective of the volunteer, utilizing Better Impact's established methodologies and closing checklists.

• Leverage discovery to reveal prospect urgency and apply approved urgency and pricing strategies.

• Ensure accurate maintenance of HubSpot pipeline data, including deal stage, next steps, decision makers, budget holders, and close dates.

• Collaborate with SDR/BDR teams and Customer Success to ensure smooth handoffs and onboarding expectations.

• Stay updated on product offerings, pricing, and competitive landscape while providing field feedback.

• Report directly to the Vice President of Sales.

⛳️ Requirements

• A minimum of 2 years of experience in full-cycle, closing sales, preferably in the SaaS or software sector, with a proven record of meeting or surpassing quotas.

• Proven ability to create and manage your own outbound sequences (e.g., Apollo, Sales Navigator, or similar) in conjunction with inbound demo volume.

• Capability to engage in a high-volume, demo-centric sales approach.

• Strong skills in discovery and objection handling, with the ability to sell based on value and outcomes.

• Experience or a genuine comfort level in selling to mission-driven, budget-conscious clients (such as nonprofits, government entities, healthcare, and education).

• A disciplined approach to pipeline and CRM management, ensuring accurate and up-to-date HubSpot data, reliable forecasting, and commitment to follow-up actions.

• A proven history of responding positively to structured coaching and demonstrating improvement.

• Excellent verbal and written communication skills, capable of presenting to both individual stakeholders and larger buying committees.

• Resilience and self-motivation in a rapidly changing environment, with the ability to adapt swiftly.

• Notable advantages: experience selling to nonprofits, volunteer programs, healthcare systems, higher education, or government entities.

• Additional advantages: familiarity with volunteer management, case management, CSR/ESG, or other mission-driven or compliance-related SaaS sectors.

• Further advantages: experience selling through a merger or significant pricing/packaging changes.

• Added advantages: familiarity with HubSpot as a sales CRM.

• Extra advantages: experience with structured sales methodologies such as MEDDPICC or Sandler.

🏝️ Benefits

• Competitive base salary along with uncapped commission potential.

• Medical, dental, and vision insurance available after 90 days of employment.

• 401(k) plan with employer matching after 90 days.

• Unlimited vacation time in addition to 9 paid holidays.

• Paid parental leave.