Harness serves as the missing link between how we spend and what we believe in. Our financial technology platform connects consumers with nonprofits, financial institutions, and brands, helping consumers’ everyday spending to be a true representation of who they are—an ongoing vote for the world they want to live in.
Want to be part of our mission?
About the Role
The Account Executive (Full Cycle) is responsible for driving new revenue growth by owning the full sales cycle for nonprofit organizations evaluating Harness. This role combines high-volume prospecting discipline with consultative, solution-oriented selling. You’ll convert interest from inbound and referral channels, self-source new opportunities, and manage deals from discovery to close before transitioning accounts to Account Management. Success in this role requires curiosity, precision, and consistent activity.
What You'll Do
- Prospecting & Lead Generation: Generate pipeline through assigned lead channels including inbound, outbound, referrals, freemium, client upsell, and lost opportunities. Leverage provided tools and data sources to identify, qualify, and engage potential nonprofit partners.
- Activities: Maintain a consistent daily activity rhythm of 50 - 60 touchpoints. Track all interactions in CRM.
- Sales Cycle Management: Manage 30 - 40 active opportunities across 30 - 60 day sales cycles. Own the full process from discovery to close: qualification, demo, proposal, and negotiation - while coordinating resources such as the Sales Executive for complex opportunities.
- Consultative Selling: Understand each nonprofit’s fundraising goals, donor engagement challenges, and operational constraints. Position Harness solutions to drive measurable impact in those areas.
- Pipeline Management: Maintain 4 - 6× pipeline coverage relative to ARR targets. Deliver accurate weekly forecasts and ensure complete, current CRM data for all accounts, opportunities, and activities.
- Collaboration: Partner closely with the Sales Executive, VP of Sales, and cross-functional teams in Marketing, Customer Success, and Product to ensure smooth handoffs, share field feedback, and align on go-to-market strategy.
- Sales Strategy & Process Improvement: Contribute to improving messaging, qualification standards, and sales motions specific to nonprofit buyers. Share insights on conversion trends and lead source effectiveness to enhance sales playbooks.
Qualifications
Required:
- Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).
- Track record of high-performing BDR/SDR quota achievement or equivalent sales experience.
- Experience or aptitude for leading discovery conversations and aligning solutions to customer needs.
- Strong prospecting skills with experience in both inbound and outbound campaigns.
- Excellent communication, presentation, and negotiation skills.
- Comfortable using modern sales tools (Salesforce, Outreach, Orum, etc.) and maintaining clean, accurate CRM data.
- Self-motivated, disciplined, and capable of operating in a fast-paced, metrics-driven environment.
Preferred:
- SaaS sales experience or exposure to full-cycle selling.
- Familiarity with pipeline management and forecasting; eager to own full-cycle accountability.
- Experience selling to or supporting nonprofit organizations.
Compensation & Benefits:
- Competitive base salary + performance-based commissions.
- Health, dental, and vision insurance.
- 401(k) or other retirement benefits.
- Unlimited PTO and company holidays.
- Opportunities for career advancement and professional development.
Compensation
This position requires candidates that are located and legally authorized to work in the United States. Starting pay will be determined based on job-related skills, experiences, qualifications, work location, and market conditions. The current salary range for this position is $70,000 USD per year, with an OTE of $110,000 USD per year.
