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Windfall is a people intelligence and AI company that helps go-to-market teams use proprietary wealth data and AI applications to identify donors with capacity and propensity to give. The company serves nonprofits including food banks, museums, zoos, theaters, animal welfare organizations, advocacy groups, and independent schools.
You will be a full-cycle Account Executive responsible for winning new business with small and mid-sized nonprofits. This is a high-velocity, self-sourced role where you'll build your own pipeline through targeted outbound, networking, conferences, and events. You'll run short sales cycles and close 10+ new nonprofit customers per quarter.
Key responsibilities include:
- Building enterprise pipeline through outbound prospecting and networking
- Conducting deep discovery with C-suite and VP stakeholders using BANT or MEDDPICC frameworks to uncover pain points around missed revenue goals, broken data workflows, or vendor failures
- Multi-threading across Advancement, Prospect Research, Data, IT, Finance, and executive leadership to build consensus
- Developing business cases to help champions secure board approval and budget
- Managing deals like a project manager, navigating security reviews, procurement, and legal processes
- Selling and demoing the full product suite: wealth screening, Predictive AI (propensity-to-give models), custom data delivery into CRMs (Raiser's Edge NXT, Salesforce), SaaS applications, and generative AI tools including Copilot
- Using AI tools (Claude, Outreach, Gong) for account research and deal insights while maintaining stakeholder relationships
- Maintaining accurate Salesforce records and disciplined forecasting
Success metrics: Within 90 days, you'll earn Gold Standard Pitch certification, speak credibly to personas and use cases, and build self-sourced pipeline covering ramp quota. By year one, you'll hit quota or build 4-5x pipeline coverage and close larger, more complex deals. Top performers ask second- and third-level questions, anticipate deal progression, and distinguish enthusiasm from commitment.
The nonprofit buyer is mission-driven and cost-conscious, requiring real discovery, clear business cases, and a consultative, professional approach even in fast-moving deals.
REQUIREMENTS:
- Ability to work on-site in San Francisco office 5 days per week
- Bachelor's degree
- 4+ years of B2B closing experience, including complex multi-stakeholder deals with formal procurement and verified quota attainment
- Track record of self-sourced pipeline and earned promotion in career
- Executive presence: clear, concise, and composed with VPs and C-suite leaders
- Strong written and verbal communication, including ability to explain complex data concepts in plain language
- Confident closer who qualifies rigorously and calls out risk early
- Coachable and curious mindset; desire to deepen product and market knowledge quarterly
- Comfortable with Salesforce, LinkedIn Sales Navigator, Gong, Outreach, Claude, Slack, and Google Workspace
PREFERRED:
- Experience as a nonprofit fundraiser or selling SaaS/data products to nonprofit fundraisers (higher education or healthcare philanthropy)
- Familiarity with advancement technology (fundraising CRMs, wealth screening, prospect research tools)
- Startup sales experience
