Enterprise Account Executive

At Submittable, we are transforming how organizations create social impact. Our platform empowers thousands of mission-driven organizations, from nonprofits to government entities, to make a difference in their communities and beyond. In 2024, our innovative software helped organizations worldwide run 30,000 programs, welcomed 1.2 million applicants, and facilitated the distribution of more than $10 billion in funding through our products on behalf of our clients. We are on a mission to help organizations accelerate their impact, so we are proud to partner with organizations focused on Equity & Social Justice, Children & Education, Creative & Arts, Health & Wellness, Economic Justice & Opportunity, and Environment & Climate. At Submittable, technology and purpose converge, offering a unique opportunity to contribute to meaningful change. The Opportunity: Our New Business team is seeking a driven, hungry sales professional who combines strong sales performance with a genuine passion for social impact. You will engage C-suite leaders, build strategic pipelines, own the full sales cycle for our solutions, and consistently exceed ambitious quotas. This is a role for someone ready to own enterprise deals from start to finish and grow their career in a mission-driven market with real upside. Whether you are a top-performing Mid-Market AE ready to step into enterprise, or an early-career Enterprise AE looking for a role where your impact is visible and meaningful — we want to talk. If you have sold into the corporate social responsibility, grants management, employee giving, or philanthropic technology space, this role was built for you. Strong performers from adjacent enterprise SaaS markets with a genuine passion for social impact are also encouraged to apply. How You’ll Make an Impact: • Lead end-to-end sales cycles with complex organizations, driving new logo acquisition and expanding strategic relationships • Execute rigorous pipeline management and accurate forecasting, leveraging sales methodologies such as MEDDIC/MEDDPICC to ensure consistent quota overachievement • Develop and deliver compelling, tailored pitches and product demonstrations that connect our technology to long-term client goals • Engage and build trusted partnerships with key stakeholders, including C-suite executives, CSR leaders, foundation executives, and grants administrators • Provide complete and appropriate solutions for every customer in order to boost revenue growth, customer acquisition, and profitability • Maintain an accurate and up-to-date forecast for every open opportunity and keep clean data in Salesforce and other relevant systems • Collaborate cross-functionally to share important information and insights about client and market findings to improve marketing and sales activities • Mentor junior sales staff and contribute to a high-performance sales culture • Innovate and problem-solve, providing customer feedback to influence product and program enhancements What We’re Looking For: • Experience: 2–5 years of B2B SaaS experience in full-cycle sales with a demonstrated history of exceeding quota and closing complex deals — enterprise or mid-market • Track Record: Consistent top performer with a strong track record of exceeding quota — formal recognition such as President’s Club or equivalent is a plus but not required. We care more about attainment trajectory and hunger than tenure-based credentials. • Domain Experience: Experience selling into corporate social responsibility, employee giving, grants management, philanthropic technology, or nonprofit SaaS is a strong advantage and strongly preferred, not required. • Deal Complexity: Experience closing deals valued at $75K–$150K+ ARR with multi-stakeholder buying processes involving 2 or more decision-makers — enterprise deal experience is a strong plus • Sales Acumen: Familiarity with a structured sales methodology such as MEDDIC, MEDDPICC, Challenger, or Sandler — you approach deals with discipline, qualify early, and follow a repeatable process • Hunter Mentality: Demonstrated prospecting ability, pipeline generation, and new logo acquisition — you build your own pipeline and own it through close • Communication: Exceptional storytelling, presentation skills, and the ability to deliver dynamic software demonstrations and influence senior executives • Culture: Genuine passion for social impact and mission-driven technology, with the ability to thrive with autonomy, accountability, and a relentless drive to win in a growth-oriented environment Location: This is a full-time, remote position and you must live and reside in the U.S. full-time. Compensation: The annual base salary for this position ranges from $85,000–$120,000, with additional On-Target Earnings (OTE) through our commission structure. Actual compensation is based on factors such as the candidate’s skills, qualifications, experience, and location. Note: In addition to our Base and OTE earnings, we offer meaningful equity participation, a mission-driven product with significant market growth, and a clear path to grow as our team scales. We are interested in every qualified candidate eligible to work in the United States; however, we cannot accommodate scholastic or employment visas at this time. In addition, we are not able to consider applicants who reside in the following states: Alaska, Delaware, Hawaii, Louisiana, Maine, New Mexico, North Dakota, Oklahoma, Rhode Island, Vermont, Washington, West Virginia, and Wyoming. Fraudulent Recruitment Advisory: Submittable will NEVER request bank details, payment, or personal information during the hiring process, nor extend offers without an interview. All legitimate communications come from official submittable.com email addresses. If you receive suspicious outreach, please report it to [email protected]. (Please do not submit applications, resumes, cover letters, or other candidacy materials to this email address. Emails of this nature will not be reviewed or considered.) Why Submittable? Joining Submittable means becoming part of a forward-thinking, mission-driven company that values innovation, collaboration, and growth. We empower organizations working for social good with technology that accelerates their work, amplifies their impact, and drives meaningful change. At Submittable, you’ll find a supportive, dynamic work environment where your contributions directly influence our success. If you thrive in a fast-paced, evolving environment and are excited to be part of a company dedicated to social impact, we invite you to apply! Benefits: We are proud to offer highly competitive benefits to our full-time employees, including: • Comprehensive health and life insurance with optional HSA, FSA, and DCA accounts • 401(k) plan with employer match starting day one • Equity stock options to share in our success • Flexible hours, remote work options, and generous vacation and sick leave • Paid parental leave for mothers, fathers, and adoptive parents • Professional development stipends to support your career growth • Opportunities to participate in community outreach and volunteer programs • Monthly company-sponsored happy hours and gatherings to connect and unwind Our Commitment to Inclusion & Belonging At Submittable, we believe technology is a force for good, driving social impact and enabling corporate social responsibility on a global scale. To achieve this, we are committed to fostering a workplace that values inclusion and belonging as central pillars of our culture. We embrace the strength of our diverse community by creating a safe space where employees feel empowered to share ideas, celebrate unique experiences, and learn from one another. By prioritizing inclusion, we aim to build an environment where everyone can bring their authentic selves to work and make innovative contributions that enable our customers to tackle complex challenges and spread more good. As a globally used platform, we are dedicated to hiring and supporting employees who represent a range of backgrounds, experiences, and perspectives. This includes diversity in ethnicity, sexual orientation, gender, religion, ability, culture, and socioeconomic background. About Our Process Our goal is a fair, efficient, and thorough evaluation process that benefits you and our team and respects your time. As you can imagine, we have received a high volume of applications. Your willingness to participate in I.D. Verification and answer a few questions early allows us to move through the process more quickly. Let’s Talk About AI: Guidelines for using AI in our Hiring Process: At Submittable, we believe that Artificial Intelligence (AI) can be a powerful tool for good. We are committed to leveraging AI technologies responsibly, ensuring their use is equitable, fair and safe. To ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during take home tests or interviews. If you have questions or need accommodations, please let us know. For additional information and guidance on using AI to prepare an interview at Submittable, please click here. We believe our approach streamlines the hiring process and respects your time by ensuring that every conversation is substantive and focused on your unique qualifications. We appreciate your cooperation and look forward to learning more about you.