Account Executive - SMB (US)

About this role

ABOUT US

FreeWill is an award-winning, social-good startup that has partnered with 2,400+ nonprofits who support our mission while generating $14B in gift commitments for nonprofits 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. We partner with nonprofits of all sizes to diversify fundraising across individual and institutional giving, from legacy gifts and tax-smart donations to foundation, corporate, and government grants.

In the last 9 years, we’ve grown from 5 people to 200+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. We were named a "Most Loved Workplace" by both Newsweek https://www.newsweek.com/rankings/most-loved-workplaces-2024 and Best Practice Institute https://mostlovedworkplace.com/americas-top-most-loved-workplaces-2/ and the 2025 Most Loved Workplaces® for Diversity https://email.bestpracticeinstitute.org/b?y=49ii4eh26ormacb36ss66o9ickp3cp1g60oj2opjclgj8ch25gh748hq49k78t3gect2ubrddtpn8r3fepim8trfe9ln0r31cdiisorfdknn8rrg5lmmusrk5lm6utj5cgmnerriddo6oob3clpiqpjfe8mm8qbmclp76qbkf4ni4=== by the Best Practice Institute. In 2026, we were named as one of Forbes' Best Startup Employers https://www.forbes.com/lists/americas-best-startup-employers/.

Curious about company culture and management at FreeWill? Check out the 2025 Best Manager Ever podcast https://www.linkedin.com/posts/annie-riley_best-manager-ever-season-2-is-here-and-activity-7310682359555608576-SB_S?utm_source=share&utm_medium=member_desktop&rcm=ACoAABnmpFEBcS1To2bUTjEfnYw_acY6KJgksEw featuring Anthony Sottile, FreeWill's VP of Partner Success on either Spotify https://open.spotify.com/episode/4sF3EVtJTZLWanpdyKUhR7?si=db352cf2708242bd&nd=1&dlsi=5ed355e404ed468aor Apple https://podcasts.apple.com/us/podcast/best-manager-ever-anthony-sottile-embracing-failures/id1772958574?i=1000700880156.

FULL-TIME • EXCELLENT BENEFITS • WORK FROM ANYWHERE IN THE US (EXCEPT AL, CO, OR LA)

ABOUT THE ROLE

FreeWill is seeking an SMB Account Executive (internally known as a Grassroots Account Executive) to be a 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 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 sale

- 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 3-5 new meetings per week.  Experience with managing $500K pipeline at all times and closing $100K ARR quarterly while navigating a buying process where C-Suite 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.  We are also looking for someone who is able to learn different customer profiles/personas through team collaboration and self-started learning.

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

- 2+ years of successful Account Executive experience in a startup SaaS company with multiple products

- Experience selling to nonprofits is a plus

- 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

BENEFITS

In addition to the immense personal and professional satisfaction you’ll gain from helping to raise $1T for high impact nonprofits in a kind and joyful work environment, full time employees at FreeWill are eligible for the following benefits:

- Work from home

- Flexible Paid Time Off policy. We trust staff to manage their own schedules and take the time off you need to be your best, as long as your work is on track. We recommend staff take a…