[Hiring] Account Executive @Better Impact

Role Description

Better Impact is hiring an Account Executive to help drive our next phase of growth. This role reports directly to the VP of Sales. This is a full-cycle, demo-driven sales role. You’ll prospect, lead discovery and product demonstrations, handle objections, negotiate, and close new business, primarily with volunteer program leaders at not-for-profits, hospitals, government organisations, and volunteer centres.

Better Impact has strong fundamentals: a large market, a proven demo-to-close motion, and leadership actively investing in the tools, training, and pricing structure that help our sales team succeed. We’re looking for an AE who can execute a proven process at volume today while growing with a team that is becoming more disciplined, better resourced, and better enabled as we scale.

You’ll own your full pipeline, including:

• Qualifying and running demos for inbound, SDR-sourced, and self-sourced opportunities
• Maintaining accurate pipeline and forecast data in HubSpot
• Closing new business against defined ACV and deal-volume targets

You’ll work closely with SDR/BDR team members, the VP of Sales, and Customer Success to create a smooth handoff and onboarding experience for new customers.

What you’ll do:

• Run the full sales cycle from discovery through close: qualify opportunities, lead consultative and value-focused demos, navigate pricing conversations and objections, negotiate, and close.
• Build approximately 30% of your opportunity pipeline through outbound prospecting, including phone, email, LinkedIn, follow-up sequences, and re-engagement of previously closed-lost opportunities.
• Carry and achieve a monthly quota based on ACV and closed-deal volume, supported by a clear weekly pipeline review and forecasting cadence.
• Run discovery and demos from the volunteer’s perspective first, not just the administrator’s, using Better Impact’s established demo methodology and closing process.
• Use discovery to understand the prospect’s priorities and urgency, and apply established pricing and sales frameworks consistently.
• Maintain accurate and current HubSpot data, including deal stage, next steps, key decision-makers, budget holders, and expected close dates, so forecasts can be trusted.
• Partner with SDR/BDR team members and Customer Success on clean handoffs so new customers begin onboarding with clear expectations and the right contacts.
• Stay current on Better Impact’s products, pricing, and competitive positioning, and bring customer and market feedback back to the broader team.

Qualifications

• 2+ years of full-cycle sales experience, ideally in SaaS or software, with a demonstrated track record of meeting or exceeding sales targets.
• Experience building and running your own outbound sequences using Apollo, Sales Navigator, or similar tools, alongside working inbound opportunities.
• Comfort working in a demo-driven sales environment with a relatively high level of activity and deal velocity, rather than a long, low-volume enterprise sales cycle.
• Strong discovery and objection-handling skills, with the ability to sell value and outcomes to buyers who aren't evaluating technology for technology's sake.
• Experience or genuine comfort selling to mission-driven, budget-conscious organisations such as not-for-profits, government, healthcare, or education, including the ability to establish urgency and demonstrate value without becoming transactional.
• Disciplined pipeline and CRM management, including accurate and current data, reliable forecasting, and consistent follow-through on next steps.
• A demonstrated ability to take on feedback and coaching — including call reviews, scorecards, or scripting — and apply it to your work.
• Strong verbal and written communication skills, with the ability to present comfortably to everyone from an individual volunteer coordinator to a broader buying committee.
• Self-direction and adaptability in an evolving environment.

Requirements

• Strong pluses (not required but may help you ramp more quickly):
• Experience selling to not-for-profits, volunteer programs, healthcare organisations, higher education, government, or local councils.
• Experience with volunteer management, case management, CSR/ESG, or other mission-driven or compliance-adjacent SaaS categories.
• Experience working through a merger or significant pricing or packaging change while continuing to manage an active sales pipeline.
• Familiarity with HubSpot as a sales CRM.
• Experience with a structured sales methodology such as MEDDPICC, Sandler, or similar, and comfort working from an established sales process and closing checklist.

Benefits

• This is a full-time position with Better Impact’s Australian business.
• The position also includes applicable Australian employment entitlements, including annual and personal leave, long service leave, and workers’ compensation coverage.
• You will work remotely from Australia as part of a global Better Impact team supporting organisations across Australia and New Zealand.