Account Executive

Job description

**Who We Are** Overflow is a Series C, growth-stage technology company on a bold mission: to inspire the world to give. We're a vertical fintech and SaaS platform unlocking more ways to give — cash, stock, crypto, and beyond — through a beautifully designed ecosystem built for high-impact churches, nonprofits, and mission-driven institutions. Backed by Uncork Capital, Craft Ventures, Salesforce Ventures, R7, and WIF (one of the largest lenders to faith and philanthropic organizations in the country), we're building the infrastructure that makes generosity frictionless at scale. **Our Founding Principles** Overflow was founded on the belief that generosity transforms people and communities. Inspired by Proverbs 11:24 — “The world of the generous gets larger and larger” — we operate with integrity, stewardship, service, and excellence. **Remote Work & Collaboration** Overflow is a remote-first company with team members located across the U.S. We also maintain office spaces in Los Gatos, CA and Birmingham, AL for employees who are locally based and prefer an in-office work environment. Periodic in-person gatherings, team retreats, and collaboration opportunities may be expected throughout the year. **Who You Are** Overflow is seeking a mission-aligned, high-performing Account Executive (AE) to join our Sales team. This role sits at the center of Overflow’s go-to-market engine and is responsible for driving pipeline, leading consultative sales conversations, delivering compelling product demos, and closing high-volume inbound and outbound opportunities with urgency and excellence. You thrive in fast-paced environments, consistently hit quota targets, and know how to manage a high-activity pipeline while maintaining strong attention to detail and follow-through. You are competitive, resilient, and energized by building relationships and winning business. You are confident leading discovery conversations, navigating objections, managing multi-stakeholder deals, and guiding prospects through the full sales cycle from first touch to close. At the same time, you bring high emotional intelligence, strong communication skills, and a genuine desire to serve churches and nonprofits well. You operate with ownership, maintain a high standard of execution, and bring a strong bias toward action while embodying Overflow’s values in your work. **What You Will Do** ***Drive Revenue & Pipeline Health*** - Consistently hit or exceed quota targets - Maintain an accurately forecasted pipeline in HubSpot with strong CRM hygiene and activity tracking - Track and optimize key metrics: demo-to-close rate, deal velocity, average contract value, and total processing volume - Identify expansion opportunities within existing accounts and collaborate with Customer Success on upsell motions ***Inbound Lead Engagement, Qualification & Pipeline Development*** - Convert warm inbound leads generated through paid acquisition, referrals, and partnerships — and close them with urgency and skill - Build your own outbound pipeline through proactive prospecting, targeted account research, and personalized outreach to churches and nonprofits in your territory - Conduct compelling discovery calls and product demos that clearly articulate Overflow’s value across cash & non-cash giving, Tap, and Generosity University - Navigate multi-stakeholder buying processes across Lead Pastor, Executive Pastor/Director, CFO, and Development Director audiences - Negotiate contracts, structure pricing, and close high-value deals — inbound and self-generated alike - that balance organizational value with Overflow’s profitability - Articulate complex financial products and compliance requirements in simple, compelling terms for non-technical buyers ***Strategic Outreach & Prospecting*** - Support targeted outbound outreach when appropriate, including follow-ups from events and marketing campaigns - Re-engage warm leads or organizations already familiar with Overflow - Conduct thoughtful, personalized outreach in addition to high-volume prospecting - Contribute insights to improve messaging, targeting, and engagement strategies ***Conference & Event Representation*** - Represent Overflow at 6–10+ industry conferences, church expos, and nonprofit summits per year — building relationships, sourcing deals, and expanding brand presence - Establish yourself as a trusted advisor to ministry and nonprofit leadership — consultative, mission-aligned, and in it for the long haul - Master multi-threaded selling — build relationships across finance, development, and executive leadership simultaneously within each account - Re-engage warm leads, past prospects, and partner-referred organizations through timely and personalized follow-up **What You Should Have** ***Sales Fundamentals*** - 5+ years in SaaS, business development, or tech sales with a proven track record of hitting and exceeding quota - Full-cycle sales experience: from inbound qualification through discovery, demo, negotiation, and close - Experience navigating complex, multi-stakeholder deals with 30–180 day sales cycles - Demo excellence — ability to deliver compelling, customized product demonstrations that create urgency - Objection handling mastery: pricing, implementation timelines, platform switches, and ROI justification - Strong written and verbal communication skills — clear, concise, and confidence-inspiring ***FinTech & Domain Knowledge*** - ROI storytelling: skilled at building business cases that quantify value through increased donation volume and donor retention - Financial literacy: comfortable discussing stock donations, cryptocurrency, DAFs, and tax implications for donors - Compliance awareness: ability to address security, data privacy, and regulatory concerns with confidence - Familiarity with nonprofit, philanthropy, fintech, or faith-based sectors is a strong advantage ***Technical & Operational Excellence*** - CRM expertise: proficient in HubSpot for pipeline management, forecasting, and activity tracking - Tech stack fluency: experience with Gong, LinkedIn Sales Navigator, ZoomInfo, or similar prospecting and enablement tools - Comfort using AI tools (Claude, ChatGPT, Gemini, etc.) to improve productivity, research accounts, and personalize outreach - Data-driven: consistently tracking metrics and refining approach based on performance insights ***Soft Skills & Cultural Fit*** - High EQ — exceptional listener, empathetic communicator, skilled at building trust quickly - Coachable: hungry learner who seeks feedback and continuously refines their craft - Resilience: thrives under pressure, bounces back from rejection, maintains optimism through medium-long sales cycles - Collaborative spirit: works well with teammates, leadership, and cross-functional partners **Our Compensation Philosophy** Overflow’s compensation philosophy is rooted in Carta Total Compensation benchmarks, ensuring pay that is competitive by role, geography, and function. Actual compensation may vary based on factors including job-related skills, experience, interview performance, and market data. Total compensation may also include equity, commission eligibility, and a comprehensive benefits package. As a Series B company, we believe equity is a meaningful part of building long-term ownership—when Overflow wins, our team should share in that upside. **Benefits & Perks**Overflow offers a thoughtful benefits package designed to support your well-being, growth, and life outside of work, including: - Competitive base salary with equity and commission eligibility - Medical, dental, and vision coverage for employees and dependents - Generous paid time off and company holidays - Paid parental leave - 401(k) retirement plan - Dedicated mental health and therapy stipend to support personal well-being - Team retreats and intentional in-person gatherings throughout the year - Annual Disney Park experience as part of our team culture and celebration of generosity Overflow is proud to be an equal opportunity employer and is committed to building a diverse and inclusive team.