Enterprise Account Executive – Salesforce for Nonprofits

This is a fully remote position, open to applicants in California, +15 more states.

📋 Description

• Identify and cultivate substantial leads and opportunities to ensure a strong sales pipeline.

• Generate leads and pipeline through proactive outbound sales initiatives.

• Utilize and expand personal network to establish strategic relationships and encourage referrals.

• Foster collaborative co-selling partnerships with Salesforce Account Executives (AEs) and Regional Vice Presidents (RVPs).

• Work alongside marketing to design innovative lead generation campaigns.

• Provide insights on lead channels, qualifiers, and target demographics.

• Educate, assist, and empower clients and prospects throughout the sales process.

• Convert client data strategies and other technological requirements into Idealist Consulting solutions.

• Build and sustain strong relationships with both clients and prospects.

• Organize and conduct sales calls, discovery sessions, estimate reviews, and timely follow-ups.

• Oversee the creation of Statements of Work (SOW) and negotiate contracts.

• Ensure a seamless transition from sales to service deployment.

• Drive sales strategies in accordance with established scoping processes and standards.

• Keep precise and current records of sales activities and opportunities using designated systems and templates.

• Collaborate with internal Salesforce resources to fulfill client needs and facilitate deal closures.

• Log opportunities within partner portals as necessary.

• Provide strategic mentorship and guidance to junior sales team members.

• Coordinate timely and comprehensive responses to Requests for Proposals (RFP) for assigned prospects.

• Offer advice on service iteration and development in response to market demands.

• Represent the company at Salesforce industry events, conferences, and seminars.

• Stay updated on trends, products, and best practices within the Salesforce industry.

• Contribute to the continuous enhancement of sales processes and strategies.

• Mentor junior sales team members.

• Meet or exceed defined Key Performance Indicators (KPIs) including quarterly bookings, opportunities closed/won, and other assigned metrics.

• Some travel may be required.

⛳️ Requirements

• Minimum of 4 years of experience in selling Salesforce solutions to nonprofits.

• Strong understanding of nonprofit business processes and values.

• Experience managing complex enterprise sales cycles involving multiple stakeholders.

• Proven success in meeting and surpassing sales targets.

• Familiarity with market fluctuations, analysis, and navigation.

• Established track record of relationship building within the Salesforce for Nonprofit community.

• Experience in networking through events, with Salesforce World Tours and Dreamforce being advantageous.

• Passionate about technology and the impact of digital transformation.

• Experience guiding nonprofits through data strategy assessments or digital transformation initiatives.

• Proficient in crafting complex SOWs and negotiating contracts.

• Excellent written and verbal communication abilities, including presentation skills.

• Experience translating company go-to-market objectives into effective sales strategies.

• Background in consultative sales and/or familiarity with the Sandler Sales technique.

• Proficient in collaboration tools such as Google Workspace, Microsoft Office Suite, Salesforce, Quip, and Slack.

🏝️ Benefits

• Competitive total compensation package featuring a base salary and variable pay through pooled commission.

• Standardized growth targets at 90 days, 1 year, and beyond.

• Flexible workweeks and a Hybrid Work Policy allowing you to work from any location with internet access.

• Adjustable workday scheduling to accommodate personal appointments as needed.

• Comprehensive healthcare benefit options catering to the diverse needs of our team.

• Generous Paid Time Off policy.

• Paid Volunteer Time to promote community involvement and civic engagement.

• 401(k) employer match and short-term leave offered based on tenure.