United States onlyResilia is looking to hire an Account Executive — we call this role a Director, Institutional Partnerships to match philanthropic sector industry norms — to help us achieve our annual growth goals.
In this role you will be responsible for full lifecycle new logo and expansion Funder Program sales to grantmakers seeking to empower their grantees with access to Resilia’s nonprofit platform. You will drive the end-to-end sales process by creating market demand, developing prospect and buyer level strategies, and managing value-based sales cycles through to contracting that will help Resilia land and expand our impact.
The role will report directly to our National Sales Manager, Steven Charnley. This is a fully remote role. However, we use geographic sales territories. We are currently looking for people located in the Midwest or East Coast.
Our Sales Motion
We run an enterprise SaaS sales motion, selling Resilia’s two-sided platform directly to large Foundation grantmakers, corporate funders, and government offices to be used by themselves and their nonprofit grantees. Our distribution model is B2B2B and our customers utilize different funding sources like grants, donor advised funds (DAF), and other indirect means. Sales people who are adept at relationship building, deep stakeholder management and value-based selling are best suited for Resilia’s more complex sales motion.
What to Expect:
First Week: You will receive a 30-60-90 day onboarding plan, get set up with core technologies to support your remote environment, and meet your team and other Resilians. You will be trained on our grantmaker and grantee landscape, value-centric sales process, post sale customer lifecycle journey, and forecasting methodology. You will be onboarded to the Resilia platform and deepen your understanding of our customer segments and ideal customer profile.
First Month: You will demonstrate a complete understanding of our offering and customer needs while beginning to initiate conversations with Funder prospects in your assigned territory.You will listen to Gong calls to understand the voice of our customers, their pain points, common objections, and Resilia’s value. You will manage inbound leads and also a regular cadence of prospecting to generate pipeline.
First Six Months: You will meet or exceed quarterly pipeline targets and consistently move deals through the pipeline to set you up for success in attaining your quota. You will partner effectively with RevOps and Marketing on your pipeline generation efforts. You will create and manage a deal to late stage or closed won by the end of your ramp.
First Year: You will meet or exceed the quarterly bookings targets while building a two-quarter out pipeline to help you achieve your annual quota. You will gain and demonstrate expertise on the philanthropic and nonprofit sectors to be able to serve as a consultative sales advisor capable of establishing new relationships and growing existing ones. You will play a critical role in helping Resilia make history in tech for the good sector by powering the people and changing the world.
About You:
You have enterprise sales experience in a SaaS based organization with strong value-based selling experience and exposure to MEDDIC or MEDDPIC qualification methodology
You have worked in complex organizations (B2B2B, B2B2C) and understand how to effectively build multi-threaded relationships at different levels of an organization
You have led end-to-end new logo and expansion sales deal conversations and achieved success with land and expand
You have strong organizational time management and prioritization skills, including detailed management of deals in CRM and coordinated, timely followup to prospects
You believe in a team selling mindset and are able to jump in to establish executive relationships with customers to support your peers in winning deals
You bring both a structured and creative approach to team pipeline generation, emphasizing a regular cadence of prospecting, personalization, and innovation in breaking into hard to reach accounts
You understand how to speak credibly to a customer’s value proposition, overcome objections, and “wow” the customer in your understanding of the challenges they face
You are comfortable traveling to targeted conferences for networking 2-4 times per year and are a strong public speaker who develops business by presenting during sessions and panels
You are coachable with a growth mindset — you ask for and respond well to feedback, incorporate what you learn, and lean into change with an open mind
You are curious — you demonstrate an interest in our market, our work, and our mission and ask strong questions that indicate solid business understanding (e.g., core value drivers in a recurring revenue model) and a desire to learn more
You'll standout if you have sold platforms in the tech for good space, interacting with corporate foundations, corporate social responsibilities teams, philanthropies, and/or other grantmaking institutions, or have nonprofit fundraising/development experience
You believe that there is huge long-term potential in working for a mission-oriented venture-backed SaaS startup seeking to transform the sector from funder-driven to nonprofit first
You’re committed to living the operating principles that guide how we work: Be Lionhearted, Put Nonprofits First, Move the Needle, Elevate Equity, and — especially important for this role! — Create Gathering Places
Where and When We Work
We’re a remote-first company with team members across the United States, Mexico, and Canada. For the most part, we work on East Coast hours. We do have clients who work from Eastern to Pacific time and do our best to accommodate their schedules. Provided team members are achieving their goals, we support flexibility and encourage Resilians to work in the way that works best for them.
About Resilia
Resilia is a tech for good software startup with a purpose: to power the people changing the world. Our mission to strengthen the capacity of nonprofits and help funders scale impact through our platform.
Today, we support over 3,000 nonprofits and some of the largest grantmakers in the world. Our long-term vision is to transform the sector through partnership with 20,000+ nonprofits. Want to make history with us? Apply today.
Accommodations and Equal Opportunity
Resilia is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. If you need assistance or a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, please email us at [email protected].
Resilia is an Equal Opportunity Employer and does not discriminate on the basis of an individual's sex, age, race, color, creed, national origin, alienage, religion, marital status, pregnancy, sexual orientation or affectional preference, gender identity and expression, disability, genetic trait or predisposition, carrier status, citizenship, veteran or military status and other personal characteristics protected by law. All applications will receive consideration for employment without regard to legally protected characteristics.
MX and US only
