Account Executive, Mid Market

Classy, an affiliate of GoFundMe, is a Public Benefit Corporation and giving platform that enables nonprofits to connect supporters with the causes they care about. Classy's platform provides powerful and intuitive fundraising tools to convert and retain donors. Since 2011, Classy has helped nonprofits mobilize and empower the world for good by helping them raise over $7 billion. Classy also hosts the Collaborative conference and the Classy Awards to spotlight the innovative work nonprofits are implementing around the globe. For more information, visit www.classy.org.

Classy's Commercial Sales team is seeking an expert Account Executive to work with Mid-Market customers. This segment includes the country's fastest-growing nonprofits and the biggest market opportunity for Classy.org.

You will drive the sales process in a performance-based environment and partner with prospective customers to identify how nonprofits can get the most out of our fundraising platform. We want to talk to you if you are energized by startup life, closing deals, and developing your career.

The Job...

• Methodically qualify, build, and be responsible for an accurate sales pipeline using a rigorous sales process and leveraging MEDDICC sales qualification methodology. 
• Responsible to source majority of your own pipeline. 
• Own the sales process for medium and large new logo customers from first contact, discovery call, to conducting the demo yourself, to ultimately contract negotiation.
• Artfully deliver web-based presentations, demonstrating strong product knowledge and inside sales standard methodologies.
• Sell to VP & C-Suite executives and navigate through multiple decision makers to craft compelling events and secure all approvals. 
• Consistently exceed your quarterly and annual sales quota and be well-compensated for doing so.
• Become an expert on both the Classy suite of tools and the nonprofit industry, enabling you to have consultative and strategic sales related conversations with prospects.
• Participate in Classy’s mentorship & sales advocates programs
• Hosts regional events to generate net new pipeline
• Represents Classy at industry events
• Helps manager host team stand-ups and meetings; bring new ideas/strategies and steer productive brainstorming conversations 
• Responsible for additional lead and pipeline management strategies and efforts 
• Responsible for piloting changes in process
• Forecasts quarterly accurately 

You...

• 3+ years experience of progressive B2B experience on an inside sales team
• 2+ years experience selling in SaaS, ed-tech, healthcare, or at a non-profit.
• Experience with and an appetite for outbound pipeline generation and demand generation activities
• Experience managing a defined territory or book of accounts (all new business)
• Demonstrates ability to hit increased quota (pipeline production must align) 
• Pipeline management & sales process expert (Sales Stages)
• An ambitious spirit who loves to win: Track record of consistently exceeding established goals
• Excellent listening, verbal, written, negotiation, and presentation skills
• A love for the startup environment

 Preferred...

• Bachelor’s Degree
• Salesforce CRM knowledge
• Training on Sandler, MEDDICC, or other solutions based selling and forecasting methodologies
• Experience selling into the non-profit sector
• Experience working with cross functional teams to push deals over the finish line (ex: channel/partnerships, solutions engineers, deal desk, product marketing)
• Experience using Salesloft, 6Sense, LinkedIn Sales Navigator, ZoomInfo, and Chorus

Why you’ll love it here: 

• Market competitive pay.
• Rich healthcare benefits including employer paid premiums for medical/dental/vision (100% for employee-only plans and 85% for employee + dependent plans) and employer HSA contributions. 
• 401(k) retirement plan with company matching.
• Hybrid workplace with fully remote flexibility for many roles.
• Monetary support for new hire setup, hybrid work & wellbeing, family planning, and commuting expenses.
• A variety of mental and wellness programs to support employees.   
• Generous paid parental leave and family planning stipend.
• Company provided life and disability coverages.
• Supportive time off policies including vacation, sick/mental health days, volunteer days, company holidays, and a floating holiday.
• Learning & development and recognition programs.
• “Gives Back” Program where employees can nominate a fundraiser every week for a donation from the company.
• Inclusion, diversity, equity, and belonging are vital to our priorities and we continue to evolve our strategy to ensure DEI is embedded in all processes and programs at GoFundMe. Our Diversity, Equity, and Inclusion team is always finding new ways for our company to uphold and represent the experiences of all of the people in our organization.
• Employee resource groups.
• Your work has a real purpose and will help change lives on a global scale.
• You’ll be a part of a fun, supportive team that works hard and celebrates accomplishments together. 
• We live by our core values: impatient to be great, find a way, earn trust every day, fueled by purpose.
• We are a certified Great Place to Work, are growing fast and have incredible opportunities ahead!

The total annual salary for this full-time position is $132,000 - $179,000 which may include potential sales incentive payments, + equity + benefits. Your recruiter can share more about the specific OTE structure for this position during the hiring process. As this is a remote position, the salary range was determined by role, level, and possible location across the US. Individual pay is determined by work location and additional factors including job-related skills, experience, and relevant education or training. 

Your recruiter can share more about the specific salary range based on your location during the hiring process.

If you require a reasonable accommodation to complete a job application or a job interview or to otherwise participate in the hiring process, please contact us at [email protected]

Dedication to Diversity 

GoFundMe and Classy are committed to leveraging Diversity, Equity, Inclusion, and Belonging to cultivate a culture that embraces and supports the unique identities, experiences, and perspectives of our people and customers.

Our diversity recruiting priority is recognized under our first DEIB Driver: Opportunity Foster Diversity - we identify, recruit, and invest in top talent- ensure our people reflect the unique identities, experiences, and perspectives of the communities we serve and are all given the chance to grow.

Global Data Privacy Notice for Job Candidates and Applicants:

Depending on your location, the General Data Protection Regulation (GDPR) or certain US privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available here. By submitting your application, you are agreeing to our use and processing of your data as required. 

Learn more about GoFundMe:

We’re proud to partner with GoFundMe.org, an independent public charity, to extend the reach and impact of our generous community, while helping drive critical social change. You can learn more about GoFundMe.org’s activities and impact in their FY ‘23 annual report.

Our annual “Year in Help” report reflects our community’s impact in advancing our mission of helping people help each other.

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