Enterprise Account Executive

Summary

Join Idealist Consulting as an Enterprise Account Executive and play an essential role in guiding clients through the sales cycle, translating their needs into tailored solutions, and driving company growth. You will identify and develop substantial leads, pursue new business opportunities, and leverage your network to build strategic relationships. Collaborate with internal teams, facilitate contract negotiations, and ensure smooth transitions. Lead sales strategy, maintain accurate records, and provide mentorship to junior team members. Represent the company at industry events and stay informed on Salesforce trends. Meet or exceed established KPI targets. Some travel is required.

Requirements

• 4 years minimum experience selling Salesforce solutions for nonprofits
• Solid understanding of nonprofit business process and values
• Experience leading complex, enterprise sales cycles with multiple stakeholders
• Proven track record of meeting and exceeding sales targets
• Strong executive engagement skills to confidently engage with client-side executives and collaborate with internal leadership to close strategic, high-value enterprise deals
• Experience with market fluctuation, analysis, and navigation
• Track record of relationship building with strong ties in the Salesforce for Nonprofit community
• Experience building networks through events - Salesforce World Tours and Dreamforce a plus
• Excited about technology and the power of digital transformation
• Experience guiding nonprofits through data strategy assessments or digital transformation journeys
• Experience with complex SOW creation and contract negotiation
• Excellent written and verbal communication skills including presentations
• Experience translating company go to market goals into sales strategy
• Experience in consultative sales
• Experience collaborating in Google Workspace, Microsoft Office Suite, Salesforce, Quip, and Slack

Responsibilities

• Identify and develop leads and opportunities of a substantial size to ensure a robust pipeline
• Identify, pursue, and nurture new business opportunities within assigned territory
• Drive lead and pipeline generation through outbound sales activities
• Leverage and grow personal network to build strategic relationships and inspire referrals
• Develop collaborative co-selling relationships with Salesforce AEs and RVPs
• Collaborate with marketing on creative lead generation campaigns
• Advise on lead channels, qualifiers, and targets
• Educate, guide, and empower clients and prospects through the sales cycle
• Translate client data strategy and other technology needs into Idealist Consulting solutions
• Build and maintain strong relationships with clients and prospects
• Schedule and lead organized sales calls, discovery, estimate reviews, and other follow-ups in a timely manner
• Facilitate SOW creation and contract negotiation
• Ensure smooth sales to service deployment transition
• Lead sales strategy for assigned territory
• Drive sales strategy in line with established scoping process and norms
• Maintain accurate and up-to-date records of sales activities and opportunities, using established systems and templates
• Coordinate with internal Salesforce resources to address client needs and drive deal closure
• Log opportunities within partner portals as required
• Provide strategic guidance and mentorship to junior sales team members
• Collaborate with sales team on business development initiatives
• Coordinate timely and detailed RFP responses for assigned prospects
• Advise on service iteration and development as market requires
• Represent the company at Salesforce industry events, conferences, and seminars
• Stay informed about Salesforce industry trends, products, and best practices
• Contribute to the ongoing improvement of sales processes and strategies
• Provide mentoring to junior sales team members
• Meet or exceed established KPI targets including quarterly bookings, opportunities closed/won, and others as assigned

Preferred Qualifications

• Salesforce Admin certification or similar a plus
• Robust LinkedIn presence
• Previous experience working for a nonprofit
• Experience with international markets

Benefits

• Equitable total compensation package with base salary and variable compensation in the form of individual and pooled commissions
• Standardized growth targets at 90 days, 1 year, and beyond
• Humane work weeks and a Hybrid Work Policy that allows you to work from wherever you are (as long as there’s an internet connection)
• Flexible workday scheduling so you can take personal appointments during the day when you need to
• Healthcare benefit package options that meet the diversity of our team’s needs
• Generous Paid Time Off policy
• Paid Volunteer Time to encourage community involvement and civic engagement
• 401k employer match and short term leave available with tenure