Senior Account Executive

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

📋 Description

• Conduct a comprehensive sales process that spans from initial discovery to closing, which includes qualification, consultative demonstrations, pricing discussions, handling objections, negotiations, and finalizing deals.

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

• Maintain and achieve a monthly quota based on annual contract value (ACV) and the volume of closed deals.

• Develop and sustain a robust pipeline through outbound prospecting, following up on sequences, and re-engaging with previously closed-lost opportunities.

• Facilitate volunteer-oriented demonstrations and discovery sessions utilizing Better Impact’s established methodologies and closing checklists.

• Consistently apply approved urgency and pricing strategies.

• Ensure accurate maintenance of HubSpot pipeline data, detailing deal stages, next steps, key decision-makers, budget holders, and projected close dates.

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

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

• Report directly to the VP of Sales.

⛳️ Requirements

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

• Familiarity with creating and managing outbound sequences using tools such as Apollo, Sales Navigator, or comparable platforms, in addition to inbound demo volumes.

• Comfort with a high-volume, demo-centric sales approach.

• Strong skills in discovery techniques and objection handling.

• Capability to articulate value and outcomes to buyers who are not merely evaluating technology as a product.

• Experience or genuine comfort in selling to mission-oriented, budget-conscious clients, including nonprofits, government entities, healthcare providers, and educational institutions.

• Disciplined approach to pipeline management and CRM practices, including precise HubSpot data and dependable forecasting.

• Proven coachability and a history of improvement through structured coaching, call evaluations, scorecards, or scripting.

• Excellent verbal and written communication abilities, along with strong presentation skills.

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

• Background in nonprofits, volunteer initiatives, healthcare systems, higher education, or government buyers is a significant advantage, though not mandatory.

• Experience in volunteer management, case management, CSR/ESG, or mission-driven/compliance-adjacent SaaS is a notable advantage, but not required.

• Exposure to a merger or significant pricing/packaging changes is a valuable plus, but not required.

• Familiarity with HubSpot is a strong asset, though not obligatory.

• Experience with MEDDPICC, Sandler, or similar sales methodologies is a noteworthy advantage, though not essential.

🏝️ Benefits

• Competitive base salary accompanied by an uncapped commission structure.

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

• Access to a 401(k) plan with employer matching contributions after 90 days.

• Unlimited vacation policy.

• Nine paid holidays throughout the year.

• Paid parental leave for eligible employees.