Account Executive

What You’ll Do:

Pipeline & Prospecting:

• Own and develop a territory of prospects across the Australian market, working in partnership with the Managing Director – Australia, and BDRs to build and maintain a healthy, qualified pipeline (typically 3–4x quota coverage)
• Conduct outbound prospecting to supplement inbound lead flow across key Australian and APAC markets
• Maintain accurate, up-to-date opportunity data in Salesforce to support forecasting and cross-functional visibility

Sales Execution:

• Lead the full sales cycle from discovery through contract execution, including needs analysis, product demonstrations, proposal development, and negotiation
• Run discovery that uncovers both the stated need and the underlying organisational challenge — the best deals are built on real understanding, not feature lists
• Partner with Solutions Engineers on complex demos and RFP responses, knowing when to bring in the right resource at the right time
• Deliver accurate monthly and quarterly forecasts with candor, clearly distinguishing committed pipeline from risk.
• Apply structured sales methodologies (MEDDPICC experience a plus) to qualify opportunities rigorously and move deals forward with purpose

Client Engagement:

• Build authentic relationships with decision-makers and champions — typically Program Officers, Grants Managers/Administrators, CFOs, COOs, and Executive Directors
• Facilitate conversations between prospects and existing Foundant clients where appropriate, letting our community speak to the platform's value
• Navigate regional nuances in the Australian philanthropic and grantmaking landscape, including familiarity with local foundation structures, giving vehicles, and regulatory context (e.g., ACNC compliance, DGR status)

Cross-Functional Collaboration:

• Partner with Marketing, BDRs, and RevOps to align on territory strategy, lead quality, and pipeline health
• Work closely with Customer Experience at handoff to ensure new clients transition smoothly and are set up for success from day one
• Provide market feedback to Product and Leadership on patterns, objections, and competitive dynamics specific to the Australian and APAC markets

What You’ll Need:

Experience:

• 3–5 years of full-cycle B2B SaaS sales experience, ideally in mid-market (deal sizes of $15K–$100K ARR)
• Experience selling into nonprofits, foundations, government agencies, or mission-driven organisations strongly preferred
• Demonstrated ability to manage multiple active opportunities simultaneously across a defined territory
• Comfortable navigating multi-stakeholder buying processes with 2–5 decision-makers involved
• In-market experience selling into Australian organisations required; knowledge of the Australian philanthropic, grantmaking, or community sector is a strong plus

Skills & Attributes:

• Consultative by nature — you ask more than you tell, especially early in a cycle
• Strong discovery skills: you know the difference between a pain point and a buying trigger
• Organised and process-oriented — you treat your pipeline like a business, not a wish list
• Coachable and growth-minded — you take feedback as fuel, not criticism
• Clear communicator, written and verbal, comfortable working across global time zones
• Knowledge of philanthropy, grantmaking, or grants administration a bonus

Tools & Methodology:

• Salesforce CRM experience required
• Gong or similar conversation intelligence experience a plus
• MEDDPICC or similar structured sales methodology experience a plus

Why You’ll Love Working at Foundant:

• At the heart of everything we do is a commitment to innovation and making a positive impact. Whether you’re working on projects that empower not-for-profits, community foundations, or corporations, your contributions will help drive real-world change. 
• We offer competitive salary and benefits, including tuition, and lifestyle reimbursements, and bespoke mindfulness and fitness initiatives.  
• With our Flexible PTO policy, you’ll have the freedom to manage your time in a way that supports your personal well-being and professional success. 
• We’re committed to your professional and personal development.  With our merger, you'll have the chance to collaborate across teams, giving you exposure to diverse ideas, expertise, and projects that span multiple industries.  
• As part of a larger organization, you’ll have even more opportunities to grow your career. Whether it’s exploring new roles, leadership opportunities, or shifting to a different department, we support internal mobility to help you achieve your career goals 
• You’ll enjoy autonomy and responsibility, empowering you to approach your work creatively and independently, fostering innovation and independent thought. 
• Employee recognition is a core part of our culture. When you do a great job, we make sure everyone knows about it!  

Foundant is an equal opportunity employer, committed to building a diverse workforce that represents the communities we serve. We welcome and encourage applications from all qualified candidates, and will consider all applicants without regard to race, color, citizenship, religion, sex, marital/family status, sexual orientation, gender identity, Indigenous status, age, disability, or individuals who may require accommodation. 

Foundant is also committed to providing accommodations throughout the interview and employment process. Accommodations are available upon request for candidates participating in all aspects of the selection process. If you have accessibility requirements during the recruitment process and require accommodation, please contact [email protected].