Account Executive - Enterprise Nonprofit

Windfall is hiring an Enterprise Account Executive to win new business with the country's largest nonprofit institutions. You'll sell to universities, hospital foundations, health systems and national nonprofits with more than $25M in annual revenue. These organizations run sophisticated advancement and prospect research operations. They use Windfall's proprietary wealth data, Predictive AI (propensity-to-give models) and AI applications to find major gift prospects hidden in their databases and to fix the data workflows that hold their teams back.

This is a hunter's seat. You'll source most of your own pipeline and lead complex, multi-stakeholder deals from the first conversation through procurement and signature. Our buyers are VPs of Advancement, Chief Development Officers and foundation CEOs, and our champions run prospect research and development. They expect a seller who understands their goals, earns trust across the organization and makes buying easy.

You'll have the support of a strong enterprise team, a differentiated dataset that we build and own ourselves, and direct access to Windfall's leadership.

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:

• 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
• 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

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: