Account Executive - Enterprise Nonprofit

Windfall is hiring an Account Executive to win new business with small and mid-sized nonprofits. Our customers include food banks, museums, zoos, theaters, animal welfare organizations, advocacy groups and independent schools. They use Windfall's proprietary wealth data and AI applications to find the donors with the capacity and propensity to give more, and to focus their development teams on them.
This is a full-cycle, high-velocity seat. You'll build most of your own pipeline, run short sales cycles, and close a high volume of new logos. You'll close 10+ new nonprofit customers a quarter. You'll learn a proven playbook and a product that does what we say it does. Then we'll expect you to make the playbook better.
The nonprofit buyer is mission-driven and careful with every dollar. Winning here takes real discovery, a clear business case and a professional, consultative approach, even when the deal is moving fast.
We’re on a mission to change how organizations perceive and use people data. And we hold true to our core values of: (1) Be an excellent communicator; (2) Operate with transparency; (3) Provide leverage, not optimization; (4) Win When Our Customers Win; and (5) Act with integrity and trust.

Responsibilities:

- Build your own enterprise pipeline through targeted outbound, networking, conferences and events. Work inbound leads as a bonus, not the plan

- Lead deep discovery with C-suite and VP stakeholders using BANT or MEDDPICC. Uncover the real pain, such as missed revenue goals, broken data workflows or a past vendor that didn't deliver

- Multi-thread across Advancement, Prospect Research, Data and IT, Finance and executive leadership to build consensus

- Build the business case that helps your champion win budget from the board and the people who hold the purse strings

- Run the deal like a project manager, getting ahead of security review, procurement and legal so a verbal "yes" becomes a signed contract on schedule

- Sell and demo the full suite: wealth screening, Predictive AI (propensity-to-give models), custom data delivery into CRMs such as Raiser's Edge NXT and Salesforce, and Windfall's SaaS and generative AI applications, including Copilot. Bring in our solutions team on technical and integration questions

- Use AI to research accounts, personalize sequences in Outreach and pull deal insight from Gong. Keep stakeholder judgment and relationships your own

- Keep Salesforce accurate and forecast with discipline

What Success Looks Like:

- First 90 days: you've earned your Gold Standard Pitch certification, you can speak credibly to our personas and use cases, and you've built self-sourced pipeline that covers your ramp quota

- First year: you've hit quota, or built pipeline coverage of four to five times your number, and you're closing larger, more complex deals

- What sets the great ones apart: they ask the second- and third-level questions, they see how a deal will unfold before it does, and they don't confuse enthusiasm with commitment

Requirements:

- Ability to work on-site in our San Francisco office 5 days a week

- Bachelor's degree

- 4+ years of B2B closing experience, including complex, multi-stakeholder deals with formal procurement, and verified quota attainment

- A track record of self-sourced pipeline and of earned promotion in your career

- Executive presence. You're clear, concise and composed in a room of VPs and C-suite leaders

- Strong written and verbal communication, including explaining complex data concepts in plain language

- Confident closer who qualifies rigorously and calls out risk early

- Coachable and curious. You want to understand the product and the market more deeply every quarter

- Comfortable with Salesforce, LinkedIn Sales Navigator, Gong, Outreach, Claude, Slack and Google Workspace

Preferred Requirements:

- Experience as a nonprofit fundraiser, or selling SaaS or data products to nonprofit fundraisers, especially in higher education or healthcare philanthropy

- Familiarity with advancement technology, such as fundraising CRMs, wealth screening and prospect research tools

- Startup sales experience

About Windfall
Windfall is a people intelligence and AI company that gives go-to-market teams actionable insights. By democratizing access to people data, organizations can intelligently prioritize go-to-market resources to drive greater business outcomes. Powered by best-in-class machine learning and artificial intelligence, Windfall activates insights into workflows that engage the right people for each respective organization. More than 1,500 data-driven organizations use Windfall to power their business. For more information, please visit www.windfall.com.
 
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Windfall is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. 
 
We may use AI tools to assist parts of the hiring process, such as reviewing applications or analyzing resumes. These tools assist our team and do not replace human judgment. Final hiring decisions are made by people.