Account Executive - Enterprise Nonprofit

Windfall•San Francisco, CA

10d•Onsite

About The Position

Windfall is hiring an Enterprise Account Executive to win new business with large nonprofit institutions, including universities, hospital foundations, health systems, and national nonprofits with more than $25M in annual revenue. These organizations use Windfall’s proprietary wealth data, Predictive AI propensity-to-give models, and AI applications to identify major gift prospects and improve data workflows. This is a hunter role. The Enterprise Account Executive sources most of their own pipeline and leads complex, multi-stakeholder deals from initial conversation through procurement and signature. Buyers include VPs of Advancement, Chief Development Officers, and foundation CEOs, with prospect research and development teams often serving as champions. The seller is expected to understand customer goals, build trust across organizations, and make the buying process easy. The role is supported by Windfall’s enterprise team, its proprietary dataset, and direct access to company leadership. Windfall’s mission is to change how organizations perceive and use people data. Its core values are excellent communication, transparency, providing leverage rather than optimization, winning when customers win, and acting with integrity and trust. The position requires working on-site in Windfall’s San Francisco office five days a week. The California compensation range is $180,000–$200,000 per year. Windfall offers a comprehensive benefits package; details are available on its careers site. Windfall is an equal opportunity employer and may use AI tools to assist parts of the hiring process, while final hiring decisions are made by people.

Requirements

Ability to work on-site in the San Francisco office five days a week.
Bachelor’s degree.
At least 4 years of B2B closing experience, including complex, multi-stakeholder deals with formal procurement.
Verified quota attainment.
Track record of self-sourced pipeline and earned promotion in a career.
Executive presence and the ability to communicate clearly, concisely, and calmly with VP and C-suite leaders.
Strong written and verbal communication, including the ability to explain complex data concepts in plain language.
Confident closing skills, rigorous qualification, and ability to identify risks early.
Coachability, curiosity, and desire to deepen product and market knowledge.
Comfort using Salesforce, LinkedIn Sales Navigator, Gong, Outreach, Claude, Slack, and Google Workspace.

Nice To Haves

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, including fundraising CRMs, wealth screening, and prospect research tools.
Startup sales experience.

Responsibilities

Build an enterprise pipeline through targeted outbound prospecting, networking, conferences, and events; treat inbound leads as supplemental rather than the primary pipeline source.
Lead deep discovery with C-suite and VP stakeholders using BANT or MEDDPICC, uncovering business pain such as missed revenue goals, broken data workflows, or disappointing prior vendors.
Build consensus by engaging stakeholders across Advancement, Prospect Research, Data and IT, Finance, and executive leadership.
Develop the business case that enables customer champions to secure budget from boards and budget holders.
Manage deals through security review, procurement, and legal processes to convert verbal commitments into signed contracts on schedule.
Sell and demonstrate Windfall’s suite, including wealth screening, Predictive AI propensity-to-give models, custom data delivery into CRMs such as Raiser's Edge NXT and Salesforce, and SaaS and generative AI applications including Copilot.
Involve the solutions team to address technical and integration questions.
Use AI to research accounts, personalize Outreach sequences, and derive deal insights from Gong while retaining personal ownership of stakeholder judgment and relationships.
Maintain accurate Salesforce records and forecast with discipline.
Earn Gold Standard Pitch certification, learn Windfall’s personas and use cases, and build self-sourced pipeline sufficient to cover ramp quota during the first 90 days.
By the first year, hit quota or build pipeline coverage of four to five times the quota, and close larger, more complex deals.