SMB Account Executive, USA, Remote

As an SMB Account Executive at Fundraise Up, you will focus on evangelizing our fundraising platform to new organizations and methodically managing a high-value sales pipeline. You’ll collaborate with our Senior Manager of Sales, deliver impactful presentations, navigate complex organizational structures, and work closely with a team of BDRs to maximize sales opportunities. Your ability to exceed sales goals and manage multiple opportunities will be crucial in this role.

Candidates for the SMB Account Executive position at Fundraise Up should have a minimum of 2 years of experience in B2B SMB/MM tech sales. You should have a proven track record of exceeding sales targets and strong presentation skills. Familiarity with the SPICED methodology and the ability to engage with multiple stakeholders in complex negotiations will significantly enhance your candidacy for this dynamic role.

Fundraise Up provides an extensive benefits package for its SMB Account Executives. This includes a competitive salary, 15 days of vacation, 7 company holidays, and additional sick days. Employees enjoy a 401(k) plan with company match, comprehensive health benefits, and paid parental leave to support work-life balance. Not to mention, 100% company-paid disability insurance to provide peace of mind.

The sales process for SMB Account Executives at Fundraise Up involves building and managing a sales pipeline that includes identifying prospects, engaging decision-makers, and conducting in-depth product presentations. You'll employ a consultative approach, using deep discovery techniques to understand client needs while collaborating with marketing and partnerships to source leads. Your goal is to close deals with small to mid-sized organizations while maintaining high engagement levels across multiple stakeholders.

Success as an SMB Account Executive at Fundraise Up hinges on strong sales skills, excellent communication, and the ability to engage prospects effectively. Essential skills include proficiency in leading complex negotiations, developing strategic account plans, and managing a varied pipeline of sales opportunities. Being gritty, persistent, and adaptable in a fast-paced environment will also set you apart as a successful candidate.

To effectively answer this question, share specific examples of your past roles in B2B tech sales. Highlight measurable outcomes, such as consistently exceeding sales targets and how you managed a diverse range of opportunities. Discuss your understanding of the sales process, particularly in nurturing leads and closing deals with SMB clients, emphasizing results-oriented strategies.

In your response, detail your personal strategy for prospecting new leads, qualifying opportunities, and maintaining engagement with existing contacts. Explain any metrics you use to measure pipeline health, such as maintaining a 2.5x coverage ratio, and how you prioritize follow-ups and relationship-building within complex organizations.

To answer this effectively, do your homework! Reference Fundraise Up’s mission, its notable clients, and its innovative fundraising platform. Express your alignment with the company’s culture and how your background in tech sales could contribute to its success. Mention your passion for helping nonprofits achieve their fundraising goals, which creates a compelling narrative.

Explain your approach to addressing objections by emphasizing active listening and consultative selling techniques. Share anecdotes where you successfully turned objections into opportunities by providing tailored solutions. Highlight your negotiation skills and your ability to remain calm and constructive under pressure, ultimately leading to successful outcomes.

When answering this, discuss your approach to tailoring presentations for executive audiences. Describe the importance of understanding their pain points and demonstrating ROI through relevant case studies. Mention your use of visuals, storytelling techniques, and practicing beforehand to ensure clarity and impact, which helps establish credibility and a lasting impression.

Describe your systematic approach to prioritizing tasks based on factors like deal size, urgency, and potential impact. Discuss any tools you use to keep track of tasks, such as CRM systems, and how you remain organized in a busy environment while ensuring timely follow-ups and maintaining relationships throughout the sales cycle.

To make an impact, narrate a specific situation where you surpassed your sales goals. Focus on the strategies you employed, the challenges you overcame, and the skills you leveraged. Emphasize the outcome, quantifying your achievements where possible, and share the key takeaways that make you a stronger candidate.

Share your understanding of consultative selling and discuss how you implement it in your sales strategy. Highlight examples where you engaged in deep discovery conversations to understand client needs better, ultimately leading to customized solutions tailored to their unique circumstances, which can drive successful outcomes.

Explain your techniques for maintaining motivation during slower periods, such as setting personal goals, learning new skills, and seeking feedback for improvement. Highlight how you leverage these times for strategic planning and refining your sales techniques, ensuring you're well-positioned when the cycle picks up again.

To respond effectively, outline your communication style in detail. Discuss how you adapt your communication methods based on your audience, whether they are C-level executives or team members. Highlight your strengths in clarity, active listening, and how your style promotes open and productive dialogue—crucial for ensuring successful interactions in a sales context.