Account Executive

About the role

About Foundant: At Foundant, we empower mission-driven organizations to manage their data, workflows, and impact with our comprehensive software solutions. From grant management and community foundations to process automation and data collaboration, our combined expertise supports a diverse range of organizations - from nonprofits and charitable entities to corporations and governments. We've created a powerhouse of solutions designed to meet the unique needs of organizations striving to make a difference. Together, we're setting new standards in innovation, flexibility, and impact management by helping organizations achieve their missions more efficiently and effectively. Overview The Account Executive at Foundant is a consultative, mid-market sales role responsible for driving net-new revenue across our portfolio of grantmaking and philanthropic software solutions in the Australian market. You'll manage a full sales cycle from discovery through close and act as a trusted advisor to mission-driven organisations evaluating Foundant as a long-term partner. You'll work with a range of prospect titles - Program Officers, Grants Managers and Administrators, CFOs, COOs, and Executive Directors - navigating multi-stakeholder buying processes and building relationships that hold through a 3-6 month sales cycle. Where You'll Work: As a remote-first workplace, we believe in offering flexibility and the freedom to work where it suits you best, while staying connected through technology. Our global network of talent is supported by physical office hubs and virtual collaboration, fostering a dynamic environment where innovation and growth thrive. With headquarters in Bozeman, Montana (Foundant), Toronto, Canada (SmartSimple), and our EMEA office in Dublin, Ireland, you'll be part of a globally connected team. Whether you're working remotely or from one of our office locations, you'll be contributing to a vibrant, collaborative culture focused on driving meaningful impact across the world. 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 pr

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Foundant Technologies? Share your experience