Account Executive

What You’ll Do:

• Pipeline & Prospecting
  • Own and develop a territory of prospects across the European market, working in partnership with BDRs to build and maintain a healthy, qualified pipeline (typically 3–4x quota coverage).
  • Conduct outbound prospecting to supplement inbound lead flow across key European 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 organizational challenge.
  • Partner with Solutions Engineers on complex demos and RFP responses.
  • Deliver accurate monthly and quarterly forecasts with candor.
  • Apply structured sales methodologies (MEDDPICC experience a plus) to qualify opportunities rigorously.
• Client Engagement
  • Build authentic relationships with decision-makers and champions.
  • Facilitate conversations between prospects and existing Foundant clients where appropriate.
  • Navigate regional nuances in the European philanthropic and grantmaking landscape.
• 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.
  • Provide market feedback to Product and Leadership on patterns, objections, and competitive dynamics specific to the European market.

What You’ll Need:

• 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 organizations 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-region experience selling into European markets required.

Skills & Attributes:

• Consultative by nature.
• Strong discovery skills.
• Organized and process-oriented.
• Coachable and growth-minded.
• Clear communicator across cultures and 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. 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. You’ll enjoy autonomy and responsibility, empowering you to approach your work creatively and independently. Employee recognition is a core part of our culture.

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.