Account Executive - 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 pipeline through cold calls, email and LinkedIn, targeting nonprofits with $1M–$25M in annual revenue and independent schools. There is no SDR booking your meetings
• Follow up quickly on inbound and event leads, and work campaigns alongside marketing
• Run discovery with Executive Directors, Chief Development Officers and Directors of Development. Understand how they raise money today and where wealth data changes the outcome
• Deliver Windfall's Gold Standard Pitch, demo our SaaS and generative AI applications (including Copilot), and match each prospect to the right use case
• Own every deal from first call to signature, typically in under 90 days
• Use AI throughout your day: Claude for account research, Outreach for AI-assisted sequencing, and Gong for call and deal insight. Keep the writing, judgment and relationships your own
• Keep Salesforce accurate and forecast your number with confidence each week.
• Bring what you hear in the market back to the team. Ask questions, challenge the process and help refine the playbook

What Success Looks Like:

• First 30–60 days: you've learned our products and the nonprofit fundraising basics, earned your Gold Standard Pitch certification, and closed your first deal with your manager alongside you 
• First 90 days: you're booking your own meetings consistently, running deals independently and hitting ramp quota
• First year: you're at or above quota with a self-sustaining pipeline, and you're starting to sell larger deals and advanced products

Requirements:

• Must be able to work in office 4-5 days per week. (We are an in-office culture with flexibility for one day per week work from home for employees in good standing, after an initial probationary period)
• Bachelor's degree
• 1–3 years in a full-cycle B2B closing role, with verified quota attainment
• A track record of earned promotion, such as SDR to AE, SDR I to SDR II, or a top-performing SDR stint
• Real outbound prospecting experience. You're comfortable on the phone, you handle objections on the fly, and rejection doesn't slow you down
• Strong written and verbal communication. You write clear, concise emails and explain complex ideas simply
• Highly coachable. You take direct feedback, apply it quickly and come back asking for more
• Intellectually curious. You keep asking questions long after onboarding ends
• Comfortable with Salesforce, LinkedIn Sales Navigator, Gong, Outreach, Claude, Slack and Google Workspace
• A self-starter who owns their number and works back from it to the activity needed

Preferred Requirements:

• Experience as a nonprofit fundraiser, or selling SaaS or data products to nonprofit fundraisers
• Startup sales experience, where you wore more than one hat
• A background in outside or field B2B sales

Additional Information:

The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across California. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. We also offer a comprehensive benefits package, which you can explore on our careers site

Compensation range: