Salesforce for Nonprofits: Enterprise Account Executive

About this role

Are you a sales professional who loves learning, builds lasting relationships, has a good sense of humor and an altruistic streak? You might be an Idealist!
At Idealist Consulting, we are innovators and problem-solvers committed to global progressive action. We help organizations grow through Salesforce implementation, marketing automation, and custom application development. Idealist Consulting has been B Corp Certified since 2008.
As an Enterprise Account Executive, you’ll play an essential role on our sales team by guiding clients through the sales cycle, translating their needs into tailored solutions, facilitating contract negotiations, leveraging your network, and nurturing high-value leads to drive company growth.
Candidates must currently reside in one of the following locations to be considered for this role: California, Colorado, Washington D.C., Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Maryland, Michigan, Minnesota, Montana, North Carolina, New Hampshire, Oklahoma, Oregon, Texas, or Washington. We are unable to consider candidates residing outside these locations at this time.
How You’ll Contribute:

Identify and develop leads and opportunities of a substantial size to ensure a robust pipeline

Identify, pursue, and nurture new business opportunities within assigned territories

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

Some travel required

What You Bring to the Table:

Baseline Expectation:

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

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 and/or Sandler Sales technique

Experience collaborating in Google Workspace, Microsoft Office Suite, Salesforce, Quip, and Slack

Extra Credit:

Salesforce Admin certification or similar a plus

Robust Linkedin presence

Previous experience working for a nonprofit

Experience with international markets

What You Can Expect:

Equitable total compensation package with base salary and variable compensation in the form of pooled commission

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

A Little More About Us:
Idealist Consulting was founded in 2006 by returning Peace Corp volunteer Rob Jordan to help nonprofits and progressive organizations grow mission impact through technology. We’re committed to delivering innovative technical solutions to empower organizations working on some of the world's most important causes.

Idealist Consulting is an equal opportunity employer. Idealist Consulting does not discriminate against individuals on the basis of race, color, gender, sexual orientation, gender identity, religion, disability, age, genetic information, veteran status, ancestry, or national or ethnic origin in the administration of its consulting and employment policies. We have a majority female leadership team and believe in the B Corp Declaration of Interdependence which states that…