Account Executive - SMB

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Account Executive - SMB based in Canada.

This is a full-time, remote sales role focused on growing partnerships with nonprofit organizations across Canada.

You’ll own the sales cycle from prospecting and discovery through demonstrations, negotiation, contracting, and close.

The role combines strategic relationship building, consultative selling, pipeline management, and deep customer understanding.

You’ll help organizations access technology designed to make fundraising more effective and accessible.

Success requires consistent prospecting, strong discovery skills, disciplined pipeline management, and a proven ability to deliver against sales targets.

You’ll work in a fast-paced, customer-centric environment where responsibilities can evolve and initiative is highly valued.

The role is ideal for a driven SaaS sales professional who enjoys meaningful work, data-informed decisions, and building relationships with mission-focused organizations.

Accountabilities:

• Own the full sales process from prospecting and discovery through solution presentation, pricing, negotiation, contracting, and close.
• Identify and develop net-new opportunities within an assigned territory, maintaining a consistent pipeline of qualified prospects.
• Prospect for new business and target approximately 3-5 new meetings per week through proactive outreach and collaboration with Sales Development Representatives.
• Conduct discovery conversations to understand prospect needs, challenges, priorities, and decision-making processes.
• Lead product demonstrations and communicate the value of solutions in a way that connects capabilities to customer outcomes.
• Build strategic relationships with nonprofit prospects and stakeholders, including C-suite decision-makers.
• Develop proposals, presentations, pricing, and contracts that support closed-won opportunities.
• Manage complex contract negotiations and collaborate with legal counsel when required.
• Maintain approximately $500K in pipeline and work toward closing approximately $100K in ARR each quarter.
• Meet and exceed quarterly sales objectives while maintaining accurate, disciplined pipeline management.
• Research nonprofit fundraising trends, competitive offerings, customer profiles, and market developments to inform sales strategies.
• Become an expert in the platform and the broader nonprofit fundraising landscape.
• Share competitive and market insights with product, marketing, customer service, and executive teams to support broader business decisions.
• Collaborate with internal teams on brainstorming, client meetings, program development, and initiatives that create new growth opportunities.
• Use data to identify trends, evaluate opportunities, and make informed sales decisions.
• Represent core values of focus, joy, kindness, and courage throughout customer and internal interactions.

Requirements:

• 2+ years of successful Account Executive experience within a startup SaaS environment, ideally involving multiple products or solutions.
• Proven history of prospecting independently and consistently generating qualified sales opportunities.
• Demonstrated performance against previous sales quotas, with experience managing substantial pipelines and closing meaningful ARR.
• Experience owning product demonstrations and confidently presenting solutions to prospective customers.
• Experience managing negotiations, pricing discussions, contracts, and signing processes.
• Experience selling to nonprofit organizations is a strong advantage.
• Ability to understand customer needs, navigate complex buying processes, and influence C-suite decision-makers.
• Strong strategic judgment, with the ability to make informed decisions and take ownership of execution.
• Ability to interpret data, identify trends, and use data-driven insights to guide sales decisions.
• Strong communication, relationship-building, and consultative selling skills.
• Comfortable working in a fast-paced startup environment where priorities and responsibilities may evolve.
• Energetic, self-motivated, tenacious, and growth-oriented, with a strong sense of ownership.
• Collaborative and kind team member who can learn different customer profiles through both team collaboration and independent research.
• Must have authorization to work in Canada; visa sponsorship is not available.

Benefits:

• Competitive salary.
• Fully remote work from anywhere in Canada.
• Flexible working hours.
• Flexible Paid Time Off, with minimum requirements based on applicable local laws and Canadian public holidays.
• Health, dental, and vision insurance.
• Critical illness, disability, and life insurance.
• Paid parental leave for all parents.
• CAD $800 annual professional development reimbursement.
• CAD $300 annual work-from-home reimbursement for home office equipment or utilities.
• CAD $250 monthly coworking reimbursement, which can also be used toward home Wi-Fi.
• CAD $1,000 referral bonuses.
• Access to a company/team Claude AI Assistant account.
• Opportunity to contribute to a social-impact mission supporting nonprofit fundraising and charitable giving.
• Remote-first, inclusive work environment with colleagues across multiple countries.