Account Executive - SMB

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Account Executive - SMB based in Canada.

This is a full-time, remote sales role focused on growing partnerships with nonprofit organizations across <Canada.You>’ll own the sales cycle from prospecting and discovery through demonstrations, negotiation, contracting, and close.The role combines strategic relationship building, consultative selling, pipeline management, and deep customer <understanding.You>’ll help organizations access technology designed to make fundraising more effective and accessible.Success requires consistent prospecting, strong discovery skills, disciplined pipeline management, and a proven ability to deliver against sales <targets.You>’ll work in a fast-paced, customer-centric environment where responsibilities can evolve and initiative is highly valued.The role is ideal for a driven SaaS sales professional who enjoys meaningful work, data-informed decisions, and building relationships with mission-focused organizations.

Accountabilities

• Own the full sales process from prospecting and discovery through solution presentation, pricing, negotiation, contracting, and close.
• Identify and develop net-new opportunities within an assigned territory, maintaining a consistent pipeline of qualified prospects.
• Prospect for new business and target approximately 3–5 new meetings per week through proactive outreach and collaboration with Sales Development Representatives.
• Conduct discovery conversations to understand prospect needs, challenges, priorities, and decision-making processes.
• Lead product demonstrations and communicate the value of solutions in a way that connects capabilities to customer outcomes.
• Build strategic relationships with nonprofit prospects and stakeholders, including C-suite decision-makers.
• Develop proposals, presentations, pricing, and contracts that support closed-won opportunities.
• Manage complex contract negotiations and collaborate with legal counsel when required.
• Maintain approximately $500K in pipeline and work toward closing approximately $100K in ARR each quarter.
• Meet and exceed quarterly sales objectives while maintaining accurate, disciplined pipeline management.
• Research nonprofit fundraising trends, competitive offerings, customer profiles, and market developments to inform sales strategies.
• Become an expert in the platform and the broader nonprofit fundraising landscape.
• Share competitive and market insights with product, marketing, customer service, and executive teams to support broader business decisions.
• Collaborate with internal teams on brainstorming, client meetings, program development, and initiatives that create new growth opportunities.
• Use data to identify trends, evaluate opportunities, and make informed sales decisions.
• Represent core values of focus, joy, kindness, and courage throughout customer and internal interactions.

Requirements

• 2+ years of successful Account Executive experience within a startup SaaS environment, ideally involving multiple products or solutions.
• Proven history of prospecting independently and consistently generating qualified sales opportunities.
• Demonstrated performance against previous sales quotas, with experience managing substantial pipelines and closing meaningful ARR.
• Experience owning product demonstrations and confidently presenting solutions to prospective customers.
• Experience managing negotiations, pricing discussions, contracts, and signing processes.
• Experience selling to nonprofit organizations is a strong advantage.
• Ability to understand customer needs, navigate complex buying processes, and influence C-suite decision-makers.
• Strong strategic judgment, with the ability to make informed decisions and take ownership of execution.
• Ability to interpret data, identify trends, and use data-driven insights to guide sales decisions.
• Strong communication, relationship-building, and consultative selling skills.
• Comfortable working in a fast-paced startup environment where priorities and responsibilities may evolve.
• Energetic, self-motivated, tenacious, and growth-oriented, with a strong sense of ownership.
• Collaborative and kind team member who can learn different customer profiles through both team collaboration and independent research.
• Must have authorization to work in Canada; visa sponsorship is not available.

Benefits

• Competitive salary.
• Fully remote work from anywhere in Canada.
• Flexible working hours.
• Flexible Paid Time Off, with minimum requirements based on applicable local laws and Canadian public holidays.
• Health, dental, and vision insurance.
• Critical illness, disability, and life insurance.
• Paid parental leave for all parents.
• CAD $800 annual professional development reimbursement.
• CAD $300 annual work-from-home reimbursement for home office equipment or utilities.
• CAD $250 monthly coworking reimbursement, which can also be used toward home Wi-Fi.
• CAD $1,000 referral bonuses.
• Access to a company/team Claude AI Assistant account.
• Opportunity to contribute to a social-impact mission supporting nonprofit fundraising and charitable giving.
• Remote-first, inclusive work environment with colleagues across multiple countries.