Account Executive

Overflow

2d • Remote

About The Position

Overflow is seeking a mission-aligned, high-performing Account Executive (AE) to join our Sales team. This role sits at the center of Overflow’s go-to-market engine and is responsible for driving pipeline, leading consultative sales conversations, delivering compelling product demos, and closing high-volume inbound and outbound opportunities with urgency and excellence. You thrive in fast-paced environments, consistently hit quota targets, and know how to manage a high-activity pipeline while maintaining strong attention to detail and follow-through. You are competitive, resilient, and energized by building relationships and winning business. You are confident leading discovery conversations, navigating objections, managing multi-stakeholder deals, and guiding prospects through the full sales cycle from first touch to close. At the same time, you bring high emotional intelligence, strong communication skills, and a genuine desire to serve churches and nonprofits well. You operate with ownership, maintain a high standard of execution, and bring a strong bias toward action while embodying Overflow’s values in your work.

Requirements

• 5+ years in SaaS, business development, or tech sales with a proven track record of hitting and exceeding quota
• Full-cycle sales experience: from inbound qualification through discovery, demo, negotiation, and close
• Experience navigating complex, multi-stakeholder deals with 30–180 day sales cycles
• Demo excellence — ability to deliver compelling, customized product demonstrations that create urgency
• Objection handling mastery: pricing, implementation timelines, platform switches, and ROI justification
• Strong written and verbal communication skills — clear, concise, and confidence-inspiring
• ROI storytelling: skilled at building business cases that quantify value through increased donation volume and donor retention
• Financial literacy: comfortable discussing stock donations, cryptocurrency, DAFs, and tax implications for donors
• Compliance awareness: ability to address security, data privacy, and regulatory concerns with confidence
• CRM expertise: proficient in HubSpot for pipeline management, forecasting, and activity tracking
• Tech stack fluency: experience with Gong, LinkedIn Sales Navigator, ZoomInfo, or similar prospecting and enablement tools
• Comfort using AI tools (Claude, ChatGPT, Gemini, etc.) to improve productivity, research accounts, and personalize outreach
• Data-driven: consistently tracking metrics and refining approach based on performance insights
• High EQ — exceptional listener, empathetic communicator, skilled at building trust quickly
• Coachable: hungry learner who seeks feedback and continuously refines their craft
• Resilience: thrives under pressure, bounces back from rejection, maintains optimism through medium-long sales cycles
• Collaborative spirit: works well with teammates, leadership, and cross-functional partners

Nice To Haves

• Familiarity with nonprofit, philanthropy, fintech, or faith-based sectors is a strong advantage

Responsibilities

• Consistently hit or exceed quota targets
• Maintain an accurately forecasted pipeline in HubSpot with strong CRM hygiene and activity tracking
• Track and optimize key metrics: demo-to-close rate, deal velocity, average contract value, and total processing volume
• Identify expansion opportunities within existing accounts and collaborate with Customer Success on upsell motions
• Convert warm inbound leads generated through paid acquisition, referrals, and partnerships — and close them with urgency and skill
• Build your own outbound pipeline through proactive prospecting, targeted account research, and personalized outreach to churches and nonprofits in your territory
• Conduct compelling discovery calls and product demos that clearly articulate Overflow’s value across cash & non-cash giving, Tap, and Generosity University
• Navigate multi-stakeholder buying processes across Lead Pastor, Executive Pastor/Director, CFO, and Development Director audiences
• Negotiate contracts, structure pricing, and close high-value deals — inbound and self-generated alike - that balance organizational value with Overflow’s profitability
• Articulate complex financial products and compliance requirements in simple, compelling terms for non-technical buyers
• Support targeted outbound outreach when appropriate, including follow-ups from events and marketing campaigns
• Re-engage warm leads or organizations already familiar with Overflow
• Conduct thoughtful, personalized outreach in addition to high-volume prospecting
• Contribute insights to improve messaging, targeting, and engagement strategies
• Represent Overflow at 6–10+ industry conferences, church expos, and nonprofit summits per year — building relationships, sourcing deals, and expanding brand presence
• Establish yourself as a trusted advisor to ministry and nonprofit leadership — consultative, mission-aligned, and in it for the long haul
• Master multi-threaded selling — build relationships across finance, development, and executive leadership simultaneously within each account
• Re-engage warm leads, past prospects, and partner-referred organizations through timely and personalized follow-up

Benefits

• Competitive base salary with equity and commission eligibility
• Medical, dental, and vision coverage for employees and dependents
• Generous paid time off and company holidays
• Paid parental leave
• 401(k) retirement plan
• Dedicated mental health and therapy stipend to support personal well-being
• Team retreats and intentional in-person gatherings throughout the year
• Annual Disney Park experience as part of our team culture and celebration of generosity

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed