About Foundant:
At Foundant, we empower mission-driven organisations 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 organisations - from nonprofits and charitable entities to corporations and governments.
We’ve created a powerhouse of solutions designed to meet the unique needs of organisations striving to make a difference. Together, we’re setting new standards in innovation, flexibility, and impact management by helping organisations achieve their missions more efficiently and effectively.
This is an exciting opportunity to join Foundant at a pivotal time following the acquisition of Grant Toolbox. As our Australian market continues to grow, you will play a key role in expanding our presence across the philanthropic, government, corporate, and nonprofit sectors. Working closely with both our Australian team and global colleagues, you'll collaborate across sales, marketing, product, and customer success to deliver outstanding outcomes for prospective clients and help mission-driven organisations maximise their impact.
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 process-oriented — you treat your pipeline like a business, not a wish list
- Coachable and growth-minded — you take feedback as fuel, not criticism
- Clear communicator, written and verbal, comfortable working across global time zones
- Knowledge of philanthropy, grantmaking, or grants administration a bonus
Tools & Methodology:
- Salesforce CRM experience required
- Gong or similar conversation intelligence experience a plus
- MEDDPICC or similar structured sales methodology experience a plus
Why You’ll Love Working at Foundant:
- At the heart of everything we do is a commitment to innovation and making a positive impact. Whether you’re working on projects that empower not-for-profits, community foundations, or corporations, your contributions will help drive real-world change.
- We offer competitive salary and benefits, including tuition, and lifestyle reimbursements, and bespoke mindfulness and fitness initiatives.
- With our Flexible PTO policy, you’ll have the freedom to manage your time in a way that supports your personal well-being and professional success.
- We’re committed to your professional and personal development. With our merger, you'll have the chance to collaborate across teams, giving you exposure to diverse ideas, expertise, and projects that span multiple industries.
- As part of a larger organization, you’ll have even more opportunities to grow your career. Whether it’s exploring new roles, leadership opportunities, or shifting to a different department, we support internal mobility to help you achieve your career goals
- You’ll enjoy autonomy and responsibility, empowering you to approach your work creatively and independently, fostering innovation and independent thought.
- Employee recognition is a core part of our culture. When you do a great job, we make sure everyone knows about it!
Foundant is an equal opportunity employer, committed to building a diverse workforce that represents the communities we serve. We welcome and encourage applications from all qualified candidates, and will consider all applicants without regard to race, color, citizenship, religion, sex, marital/family status, sexual orientation, gender identity, Indigenous status, age, disability, or individuals who may require accommodation.
Foundant is also committed to providing accommodations throughout the interview and employment process. Accommodations are available upon request for candidates participating in all aspects of the selection process. If you have accessibility requirements during the recruitment process and require accommodation, please contact [email protected].
