Mid-Market Account Executive

FreeWill is an award-winning, social-good startup that has partnered with 1450+ nonprofits who support our mission while raising more than $9B in bequests to charities since we were founded in 2017. We’ve been featured in the New York Times, Forbes, Oprah’s magazine, and our co-CEOs have even been named to Town & Country’s “Top 50 Philanthropists” list.

All of this is because we’ve figured out how to make some powerful (but complicated!) ways to donate much easier and more accessible. Our products make things easier for the donors who want to change the world and for nonprofits doing heroic work around the planet.

In the last 6 years, we’ve grown from 5 people to 175+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. In 2024, we were named a "Most Loved Workplace"; you can also check us out on Glassdoor!

Full-time •  Excellent Benefits • Work from Anywhere in the US (except AL, CO, or LA)

About the Role

FreeWill is seeking an Account Executive to be the leading force that fuels our mission to provide the FreeWill platform to nonprofits to raise $1T. 

The Account Executive position is responsible for revenue generation through strategic relationships with nonprofits. You will identify net-new opportunities within an assigned territory of accounts. We are a customer-centric sales team where your daily responsibilities will include:

• Prospecting for and booking new meetings
• Conducting discovery with new prospects 
• Communicating via phone, email, and teleconference
• Demonstrating thought leadership and platform solutions to advance sales
• Negotiating contract terms and customer pricing during the sales process
• Preparing proposals, presentations, and contracts resulting in closed-won deals
• Developing strategic plans to drive sales within your territory

We are looking for proven experience with prospecting that results in 2-3 new meetings per week and experience managing a $1M pipeline and closing $150K ARR quarterly while navigating a complex buying process where boardroom decisions are the norm.   Candidates should be able to demonstrate actual performance against past quotas.  We expect the responsibilities to sometimes shift, and aim to hire an individual who is comfortable moving quickly in a fast-paced and/or start-up environment. The right candidate will be an energetic person with passion and innate drive to excel at any task.

FreeWill has set compensation and a non-negotiation policy for fairness reasons (we don't think that an individual's pay should be determined by how comfortable they are negotiating). As a result, we like to be transparent and up front about the compensation. The offer for this role will be a base salary of $80,000 and potential commission of $80,000 for a total OTE of $160,000.

If you are interested in the role, please apply to our website. Please do not contact Recruiters/employees by email or phone.

Responsibilities

• Execute a sales process through discovery, solution, pricing, negotiation, and close
• Participate in brainstorming, team meetings and client meetings, researching and assisting with program development for new prospects
• Collaborate with Sales Development Reps to prospect for new business
• Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
• Become an expert in the FreeWill platform and the broader nonprofit fundraising landscape
• Stay current with changes and developments in the nonprofit industry. This includes gathering competitive information on products and services, and sharing this information with the product development, marketing, customer service, and executive teams
• Manage complex contract negotiations and work with legal counsel as required
• Meet quarterly sales objectives
• Act with FreeWill’s values of focus, joy, kindness, and courage

Qualifications

• 3+ years of successful Account Executive experience in a SaaS company with multiple products
• Experience selling to nonprofits is a plus
• Experience managing complex sales cycles
• Experience leading your own product demos
• Experience handling negotiations and contract signing
• Experience managing your own prospecting
• Ability to make a strategic decision and run with it
• Ability to understand data and make data-driven decisions 
• Smart, tenacious, and kind, with a growth mindset