Senior Account Executive

Better Impact•Winston-Salem, NC

23d

About The Position

Better Impact is hiring an Account Executive to help carry our next phase of growth. This role will report directly to the VP of Sales. This is a full-cycle, demo-driven closing role. You will run prospecting, discovery, demo, handle objections, negotiate, and close, primarily with volunteer program leaders at nonprofits, hospitals, government agencies, and volunteer centers. The company has strong fundamentals: a large market, a proven demo-to-close motion, and leadership that is actively investing in the tools, training, and pricing structure that make it easier for you to win. We need AEs who can execute a proven process at volume today, and who want to grow with a team that is actively getting more disciplined, better resourced, and better enabled as it scales. You will own your full pipeline: qualifying and running demos on inbound, SDR-sourced, and (increasingly) self-sourced leads, managing forecast and deal hygiene in HubSpot, and closing new business against a defined ACV and deal-volume target. You will work closely with your SDR or BDR team members, your VP of Sales, and Customer Success on handoff and onboarding.

Requirements

2+ years of full-cycle, closing sales experience, ideally in SaaS or software, with a demonstrated track record of hitting or exceeding quota.
Experience building and running your own outbound sequences (Apollo, Sales Navigator, or similar) alongside inbound demo volume.
Comfort running a high-volume, demo-driven sales motion: this is a high-activity role with real deal velocity, not a long, low-volume enterprise cycle.
Strong discovery and objection-handling skills, with the ability to sell value and outcomes to a buyer who is not evaluating you on technology for its own sake.
Experience or genuine comfort selling to mission-driven, budget-conscious buyers (nonprofits, government, healthcare, education), including the ability to build urgency and justify price without becoming transactional.
Disciplined pipeline and CRM hygiene: accurate, current HubSpot data, reliable forecasting, and follow-through on next steps.
Coachability: a real track record of taking structured coaching (call reviews, scorecards, scripting) and visibly improving from it.
Strong verbal and written communication skills, comfortable presenting to both a single volunteer coordinator and, on larger deals, a broader buying committee.
Resilience and self-direction in a fast-changing environment: pricing, packaging, and process are actively evolving here, and you'll be expected to adapt quickly rather than wait for a finished playbook.

Nice To Haves

Experience selling into nonprofits, volunteer programs, healthcare systems, higher education, or government/municipal buyers.
Experience with volunteer management, case management, CSR/ESG, or other mission-driven or compliance-adjacent SaaS categories.
Experience selling through a merger or major pricing/packaging change, and staying productive through that kind of transition.
Familiarity with HubSpot as a sales CRM.
Experience with a structured sales methodology (MEDDPICC, Sandler or similar) and comfort working from a defined closing checklist rather than an unstructured pitch.

Responsibilities

Run a full-cycle sales process from discovery through close: qualify inbound and SDR-set demos, lead a consultative, value-first demo, handle pricing conversations and objections, and close.
Build roughly 30% of your opportunity pipeline using outbound campaigns that incorporate calling, emailing and social (LinkedIn) strategies
Carry and hit a monthly quota built on ACV and closed-deal volume, with a clear weekly pipeline review and forecast cadence.
Build and protect a healthy pipeline, including a self-sourced component through outbound prospecting, sequence follow-up, and reengagement of past closed-lost opportunities.
Run demos and discovery from the volunteer's point of view first, not just the administrator's, using Better Impact's established demo methodology and closing checklist.
Use discovery to surface the prospect's own urgency rather than manufacturing it, and apply approved urgency and pricing frameworks consistently rather than improvising deal-by-deal.
Keep HubSpot pipeline data accurate and current: deal stage, next steps, decision maker and budget holder, and close date, so your forecast can be trusted.
Partner with your SDR/BDR and with Customer Success on clean handoffs, so new customers start onboarding with the right expectations and the right contacts.
Stay current on product, pricing, and competitive positioning as Better Impact modernizes its platform and pricing structure, and bring field feedback back to the team.