FreeWill is an award-winning, social-good startup that has partnered with 1,500+ nonprofits who support our mission while raising more than $10B in bequests to charities 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.

In the last 6 years, we’ve grown from 5 people to 175+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. In 2024, we were named a "Most Loved Workplace" by both Newsweek and Best Practice Institute; you can also check us out on Glassdoor!

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.

FreeWill has set compensation and a non-negotiation policy for fairness reasons (we don't think that an individual's pay should be determined by how comfortable they are negotiating). As a result, we like to be transparent and up front about the compensation. The offer for this role will be a base salary of $80,000 and potential commission of $55,000 for a total OTE of $135,000.

If you are interested in the role, please apply via the Careers page on our website. Please do not contact Recruiters/employees by email or phone.

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

1+ 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

Hiring Process

The hiring process for this role is as follows:

Recruiter Phone Screen (30 minutes)
Hiring Manager Interview (30 minutes)
Mock Discovery Call (30 minutes)
Final interviews with 2 FreeWill team members (2 separate 45 minute interviews)
Offer (contingent on positive references)

Please note that steps in the hiring process can and may change and the Recruiter will be your point of contact in sharing about any updates in terms of the process. If you are selected to move forward in this process, the Recruiter will share more details about the hiring process and interviewers. However, this is a good estimate of what you can expect. For most roles, our hiring processes take an average of 4-6 weeks.

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
Unlimited PTO
Flexible hours
Competitive salary
Commuter benefits
Company stock options
401k
Medical/Dental/Vision (some single coverage medical plans are 100% employer paid, subsidized rates for spousal, parent-child, and family coverage)
Short-term and long-term disability insurance
Life and AD&D insurance
Free One Medical membership
Paid parental leave for all parents

Perks

Regular (virtual) team events
$250 monthly co-working budget which can be used for local co-working spaces
$300 annual budget to outfit your home office or cover utility bills
$1,000 referral bonuses for growing our FreeWill community
$1,000 annual professional development budget

FreeWill is an equal opportunity employer and we value diversity. We are committed to finding talent that is not determined on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any other characteristic protected by law.

We are a remote-first company that’s able to hire in 47 states and D.C. Unfortunately, we are unable to hire in Colorado, Alabama, or Louisiana at this time. We also can’t sponsor working visas, so all applicants will need to have work authorization in the US.

Don’t check off every box in the requirements listed above? Please apply anyway! Studies have shown that marginalized communities - such as women, LGBTQ+ and people of color - are less likely to apply to jobs unless they meet every single qualification. FreeWill is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging – so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role or another one of our openings!

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