Account Executive, Mid-Market

Summary

Join Classy's Commercial Sales team as an Account Executive to drive sales and partner with mid-market nonprofit customers. You will manage the entire sales process, from initial contact to contract negotiation, utilizing MEDDICC methodology. This role requires 3+ years of B2B inside sales experience and 2+ years selling SaaS or in a related field. You'll need strong presentation, negotiation, and pipeline management skills. Classy offers competitive pay, rich healthcare benefits, a hybrid workplace, generous paid leave, and various wellness programs. This is a remote position with a salary range of $132,000-$179,000, potentially including sales incentives and equity.

Requirements

• 3+ years experience of progressive B2B experience on an inside sales team
• 2+ years experience selling in SaaS, ed-tech, healthcare, or at a non-profit
• Experience with and an appetite for outbound pipeline generation and demand generation activities
• Experience managing a defined territory or book of accounts (all new business)
• Demonstrates ability to hit increased quota (pipeline production must align)
• Pipeline management & sales process expert (Sales Stages)
• An ambitious spirit who loves to win: Track record of consistently exceeding established goals
• Excellent listening, verbal, written, negotiation, and presentation skills
• A love for the startup environment

Responsibilities

• Methodically qualify, build, and be responsible for an accurate sales pipeline using a rigorous sales process and leveraging MEDDICC sales qualification methodology
• Responsible to source majority of your own pipeline
• Own the sales process for medium and large new logo customers from first contact, discovery call, to conducting the demo yourself, to ultimately contract negotiation
• Artfully deliver web-based presentations, demonstrating strong product knowledge and inside sales standard methodologies
• Sell to VP & C-Suite executives and navigate through multiple decision makers to craft compelling events and secure all approvals
• Consistently exceed your quarterly and annual sales quota and be well-compensated for doing so
• Become an expert on both the Classy suite of tools and the nonprofit industry, enabling you to have consultative and strategic sales related conversations with prospects
• Participate in Classy’s mentorship & sales advocates programs
• Hosts regional events to generate net new pipeline
• Represents Classy at industry events
• Helps manager host team stand-ups and meetings; bring new ideas/strategies and steer productive brainstorming conversations
• Responsible for additional lead and pipeline management strategies and efforts
• Responsible for piloting changes in process
• Forecasts quarterly accurately

Preferred Qualifications

• Bachelor’s Degree
• Salesforce CRM knowledge
• Training on Sandler, MEDDICC, or other solutions based selling and forecasting methodologies
• Experience selling into the non-profit sector
• Experience working with cross functional teams to push deals over the finish line (ex: channel/partnerships, solutions engineers, deal desk, product marketing)
• Experience using Salesloft, 6Sense, LinkedIn Sales Navigator, ZoomInfo, and Chorus

Benefits

• Market competitive pay
• Rich healthcare benefits including employer paid premiums for medical/dental/vision (100% for employee-only plans and 85% for employee + dependent plans) and employer HSA contributions
• 401(k) retirement plan with company matching
• Hybrid workplace with fully remote flexibility for many roles
• Monetary support for new hire setup, hybrid work & wellbeing, family planning, and commuting expenses
• A variety of mental and wellness programs to support employees
• Generous paid parental leave and family planning stipend
• Company provided life and disability coverages
• Supportive time off policies including vacation, sick/mental health days, volunteer days, company holidays, and a floating holiday
• Learning & development and recognition programs
• ���Gives Back” Program where employees can nominate a fundraiser every week for a donation from the company
• Employee resource groups
• Your work has a real purpose and will help change lives on a global scale
• You’ll be a part of a fun, supportive team that works hard and celebrates accomplishments together