Account Executive
Employment Info
JOB DETAILS
Requirements
- 3–5 years of full-cycle B2B SaaS sales experience, ideally in mid-market (deal sizes of $15K–$100K ARR)
- Experience selling into nonprofits, foundations, government agencies, or mission-driven organisations strongly preferred
- Demonstrated ability to manage multiple active opportunities simultaneously across a defined territory
- Comfortable navigating multi-stakeholder buying processes with 2–5 decision-makers involved
- In-market experience selling into Australian organisations required; knowledge of the Australian philanthropic, grantmaking, or community sector is a strong plus
- Salesforce CRM experience required
- Gong or similar conversation intelligence experience a plus
- MEDDPICC or similar structured sales methodology experience a plus
- Consultative by nature
- Strong discovery skills
- Organised and process-oriented
- Coachable and growth-minded
- Clear communicator, written and verbal, comfortable working across global time zones
- Knowledge of philanthropy, grantmaking, or grants administration a bonus
- MEDDPICC experience a plus (already listed)
- 3–5 years of full-cycle B2B SaaS sales experience (duplicate ignored)
Responsibilities
- Own and develop a territory of prospects across the Australian market, working in partnership with the Managing Director – Australia, and BDRs to build and maintain a healthy, qualified pipeline (typically 3–4x quota coverage)
- Conduct outbound prospecting to supplement inbound lead flow across key Australian and APAC markets
- Maintain accurate, up-to-date opportunity data in Salesforce to support forecasting and cross-functional visibility
- Lead the full sales cycle from discovery through contract execution, including needs analysis, product demonstrations, proposal development, and negotiation
- Run discovery that uncovers both the stated need and the underlying organisational challenge — the best deals are built on real understanding, not feature lists
- Partner with Solutions Engineers on complex demos and RFP responses, knowing when to bring in the right resource at the right time
- Deliver accurate monthly and quarterly forecasts with candor, clearly distinguishing committed pipeline from risk.
- Apply structured sales methodologies (MEDDPICC experience a plus) to qualify opportunities rigorously and move deals forward with purpose
- Build authentic relationships with decision-makers and champions — typically Program Officers, Grants Managers/Administrators, CFOs, COOs, and Executive Directors
- Facilitate conversations between prospects and existing Foundant clients where appropriate, letting our community speak to the platform’s value
- Navigate regional nuances in the Australian philanthropic and grantmaking landscape, including familiarity with local foundation structures, giving vehicles, and regulatory context (e.g., ACNC compliance, DGR status)
- Partner with Marketing, BDRs, and RevOps to align on territory strategy, lead quality, and pipeline health
- Work closely with Customer Experience at handoff to ensure new clients transition smoothly and are set up for success from day one
- Provide market feedback to Product and Leadership on patterns, objections, and competitive dynamics specific to the Australian and APAC markets
Desired Qualifications
- Knowledge of the Australian philanthropic, grantmaking, or community sector is a strong plus
- Gong or similar conversation intelligence experience a plus
- MEDDPICC or similar structured sales methodology experience a plus
Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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