Sales Manager

FreeWill is an award-winning, social-good startup that has partnered with 1450+ nonprofits who support our mission while raising more than $9B in bequests to charities since we were founded in 2017. We’ve been featured in the New York Times, Forbes, Oprah’s magazine, and our co-CEOs have even been named to Town & Country’s “Top 50 Philanthropists” list.

All of this is because we’ve figured out how to make some powerful (but complicated!) ways to donate much easier and more accessible. Our products make things easier for the donors who want to change the world and for nonprofits doing heroic work around the planet.

In the last 6 years, we’ve grown from 5 people to 175+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. In 2024, we were named a "Most Loved Workplace"; you can also check us out on Glassdoor!

Full-time •  Excellent Benefits • Signing Bonus • Work from Anywhere in the US (except AL, CO, or LA)

About the Role

Our sales team is 50 people and growing quickly. We are looking for an experienced sales manager to directly manage a team of Account Executives. We’re looking for someone with strong business acumen and experience with SaaS sales organizations, ideally with some experience selling to nonprofits. 

Many of our AEs bring deep nonprofit experience and fundraising knowledge to the team, and need support in pipeline management and account strategy. We are looking for someone who can manage and develop the team members. This role works closely with the VP of Partnerships and the Senior Director of Sales, making data driven decisions around challenges and opportunities the team faces.  Additionally this role will work closely with each direct report to ensure quota attainment and the successful completion of team goals.

This is an incredible opportunity to help shape a quickly growing sales organization at a high-impact, mission-driven startup.

This is a fully remote position, reporting to the Senior Director of Sales.

FreeWill has set compensation and a non-negotiation policy for fairness reasons (we don't think that an individual's pay should be determined by how comfortable they are negotiating). As a result, we like to be transparent and up front about the compensation. When we make an offer, we provide multiple options so that employees can choose between compensation packages that prioritize salary or stock options. The offers for this role will be $119,000-126,000 base salary and 30% variable compensation based on OTE (OTE range of $170,000-180,000).

If you are interested in the role, please apply to our website. Please do not contact recruiters or other employees by email or phone. The anticipated application deadline for this role is Monday, May 20, 2024. 

Responsibilities

• Develop and manage 6-8 account executives to hit sales goals
• Leverage the sales tech stack (Salesforce, Hubspot, 6 Sense, ZoomInfo, Gong, Chilipiper, Lookr), to have a holistic view of the team and individual performance; surface who is thriving and who is struggling, develop plans to support staff and address challenges, and identify opportunities for individual coaching and training
• Ensure that company quotas are met by holding regular one on one check-ins with sales team to set objectives and monitor progress
• Manage the overall pipeline for your team, making sure that processes, checkpoints and systems are set up and that the team is using these effectively
• Work closely with the revenue operations team to understand the overall pipeline, gain insights into sales opportunities, and work with team leaders to adjust plans for the team
• Serve as a thought partner to the Senior Director of Sales on strategic decisions, thinking critically and surfacing opportunities and roadblocks 

Manager Expectations

This is a people management role, meaning you'll have one or more FreeWillians reporting to you in a management capacity. We believe that when staff own their work and are invested in the outcomes, we get better results. A manager’s role is to ensure that their team members have the skills, support, autonomy, guidance, mentorship and relationships to succeed in their work and develop professionally. 

As a manager you’ll have the following responsibilities:

• Achieve results as they relate to goals and metrics
• Inspire and motivate your team
• Make key decisions that impact your direct reports and their work
• Trust and advocate for your staff 
• Create a thoughtful, caring, and welcoming team environment 
• Develop and invest in team member growth
• Integrate DEI considerations into the team’s work
• Create a safe working environment
• Facilitate relationship building among your team and cross departmentally
• Ensure strong communication with your team

How you’ll do this:

• Weekly 1-1 check ins with your team where your provide and solicit regular feedback
• Supporting in clear goal setting and action plans to achieve them, including follow up
• Writing and discussing 360’s and formal annual reviews
• Skip level meetings (for managers of managers)
• Making important decisions on the following (in conjunction with Recruitment, HR, and your manager, where needed): hiring, performance management (annual reviews, 360s, development plans, PIPs, and disciplinary action), termination and offboarding, budgetary spending, and delegating work. 

Required Skills and Abilities

• People management: 2+ years of experience managing a sales team
• Great sales experience: 5+ years of experience and proven success in full cycle SaaS sales at a company with multiple products; experience selling to nonprofits is a plus
• Demonstrated success in coaching and mentoring account executives and driving towards a high performing team
• Ability to take a strategic decision and run with it, figuring out how to develop and implement a plan with a large team
• Ability to understand data and make data-driven decisions about management
• Smart, tenacious, and kind, with a growth mindset

Hiring Process

The hiring process for this role is as follows:

• Recruiter Phone Screen (30 minutes)
• Hiring Manager Interview (30 minutes)
• Assignment
• Presentation (1 hour) 
• Final Interviews with 4 FreeWill team members (4 separate 30 minute interviews)
• Offer (contingent on positive references)

Please note that steps in the hiring process can and may change and the Recruiter will be your point of contact sharing any updates in terms of the process. If you are selected to move forward in this process, the Recruiter will share more details about the hiring process and interviewers. However, this is a good estimate of what you can expect. For most roles, our hiring processes take an average of 4-6 weeks.

Benefits

In addition to the immense personal and professional satisfaction you’ll gain from helping to raise $1T for high impact nonprofits in a kind and joyful work environment, full time employees at FreeWill are eligible for the following benefits:

• Work from home 
• Unlimited PTO
• Flexible hours
• Competitive salary
• Commuter benefits
• Company stock options
• 401k
• Medical/Dental/Vision (some single coverage medical plans are 100% employer paid, subsidized rates for spousal, parent-child, and family coverage)
• Short-term and long-term disability insurance
• Life and AD&D insurance
• Free One Medical membership
• Paid parental leave for all parents

Perks

• Regular (virtual) team events
• $250 monthly co-working budget which can be used for local co-working spaces
• $300 annual budget to outfit your home office or cover utility bills
• $1,000 referral bonuses for growing our FreeWill community
• $1,000 annual professional development budget

FreeWill is an equal opportunity employer and we value diversity. We are committed to finding talent that is not determined on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any other characteristic protected by law.

We are a remote-first company that’s able to hire in 47 states and D.C. Unfortunately, we are unable to hire in Colorado, Alabama, or Louisiana at this time. We also can’t sponsor working visas, so all applicants will need to have work authorization in the US.

Don’t check off every box in the requirements listed above? Please apply anyway! Studies have shown that marginalized communities - such as women, LGBTQ+ and people of color - are less likely to apply to jobs unless they meet every single qualification. FreeWill is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging – so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role or another one of our openings!