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  • Business Development Representative

    Location: Fairfield Office
    Department: Sales
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    Summary:

    Foundation Source is seeking an experienced, self-motivated, collaborative Business Development Representative (BDR) to join our team. The BDR will manage inbound and outbound sales, identifying prospects and qualifying leads. The BDR is a "first point of contact" with prospective customers, engaging them over the phone, by email and through virtual meetings. Successful candidates must demonstrate curiosity, passion, and drive. A flexible and adaptable mindset is essential. The BDR must be comfortable working with an existing sales team and cross-department teams. Experience in philanthropy or financial services is preferred. 


    Key Responsibilities:


    Lead Discovery (50%)

    • Identify, prospect, and qualify leads based on ideal customer profile or pre-defined criteria 
    • Develop an educated, researched point of view before prospecting a lead
    • Systematically prospect into leads via email, social media (e.g., LinkedIn) and phone 
    • Understand customer need and speak to value propositions for all service offerings
    • Gain commitments from prospects and handoff qualified leads to sales

    Territory Growth (35%)

    • Partner with sales directors and participate in business development projects and initiatives as needed to drive product and company success
    • Consistently meet or exceed activity metrics and sales revenue targets
    • Proactively stay on top of prospect vertical market and company trends
    • Continuously learn the industry to demonstrate relevant subject matter expertise to prospects and centers of influence

    CRM Management (15%)

    • When possible, research prospects before contact to gauge their potential fit
    • Document all activity and lead information in Salesforce
    • Review and actively work previously sourced leads in Salesforce to ensure these leads are optimized for sales
    • Leverage all business development optimization tools

    Requirements

    • Minimum 2 years of related inside sales/business development experience
    • Proven track record of achieving individual and team sales goals (examples of accomplishments required)
    • Professional and persuasive communication and presentation skills (verbal and written) essential
    • Comfort making “cold” calls to leads for prospect discovery
    • Solid understanding of the sales cycle
    • Ability to help grow a business through lead generation
    • Passion for private foundations, non-profit sector, and deepening customer relationships Experience with Salesforce.com, Outlook, and Zoom 
    • Ability to work independently, actively participate and contribute to a team
    • BA/BS degree in business, philanthropy or finance preferred 

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  • Senior Managing Director, West

    Location: Remote Worker - N/A
    Department: Sales
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    The Senior Managing Director (SMD) will marry business development and philanthropy to build the market for and sell our solutions for private foundations. This role will expand our national footprint and is strategic to our growth plans for the West. The SMD will join a seasoned sales team and mature company as we continue to grow our business through our purpose-built software and services. 


    The SMD will represent Foundation Source and its offerings to high-net-worth families, foundation leaders, and trusted advisors (wealth, legal, accounting and philanthropy) in California and the broader West region. In building the market, the SMD will tap into their established networks, develop and execute on a plan to identify and meet centers of influence, and grow local networks by holding meetings (in-person and virtual), conducting webinars, doing public speaking, building awareness, and deepening relationships.


    Using a consultative approach while being a true "hunter," the SMD will source opportunities for private foundation solutions. While the marketing and business development team will generate leads, the Managing Director will be responsible for sourcing most of the opportunity. Ultimately, the SMD owns the sales process from qualified lead through contracting, collaborating with internal subject matter experts, and especially working closely with client services to ensure a successful customer journey from sales to service. 


    The ideal candidate is tech savvy, experienced in sales, and grounded in philanthropy, with established professional networks in California and the West. As an engaging, stimulating communicator, poised and capable of projecting enthusiasm and warmth, the SMD will guide the sales process confidently toward the goal/close with a strong sense of urgency, initiative, and drive to get things done, and an emphasis on working with and through people in the process. A growth mindset and flexibility are essential. 


    Business Development and Sales (85%)

    • Grow sales revenue and hit corporate goals 
    • Execute on Sales and firm-wide initiatives 
    • Grow your knowledge of the philanthropic sector and private, non-operating foundations
    • Serve as a primary contact for business development in California and the West region
    • Position value proposition, services, technology and fees to close sales
    • Build and maintain positive, trust-based relations with influencers, stakeholders, and decision-makers to cultivate referrals
    • Participate in events, speaking engagements, webinars, presentations, networking gatherings, or education sessions to expand referral sources
    • Work closely with Business Development Representatives and Directors of Business Development on coordinated lead generation efforts and actively work qualified leads to drive toward region goals
    • Share best practices and partner closely with the Sales team on success stories and strategies for increasing business 


    Sales Operations (15%)

    • Manage sales cadence for a high-performance practice that effectively progresses opportunities through the sales funnel stages
    • Lead West Region team
    • Use Salesforce.com and to record all sales activity and manage pipeline
    • Generate proposals and contracts to close sales
    • Generate sales reports to drive sales strategy and results


    Requirements

    • 15-plus years of progressive experience as a sales specialist for financial, legal, family office or philanthropy services
    • Proven results in a quota-oriented sales environment
    • Established networks in professional advisory services
    • Critical, strategic thinker who can also focus on details
    • Proven leadership in inspiring teams and building markets as a collaborative “Player/Coach” team member a plus
    • Self-motivated and able to work independently, while prioritizing objectives to achieve maximum results
    • Persuasive, professional and consultative oral and written communication skills
    • Located in California
    • Ability to maintain a home office 
    • Ability to travel without restrictions
    • Advanced degree preferred

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  • Account Executive (SaaS)

    Location: Fairfield Office
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      * This is a remote or hybrid position

    Position Overview

    The Account Executive to help build the market for and deliver sales of our software solutions to private foundations. In this newly created position, you will join a seasoned sales team and mature company as we grow our business through our purpose-built software and services. The Account Executive is strategic to Foundation Source's growth goals.

    The Account Executive (AE) will deliver B2C software sales. While we are in the early stages of the product life cycle, the AE will be responsible for developing leads through outbound activities, conducting software demos, answering questions, and advancing opportunities through trial and contracting. Marketing and sales will also generate software leads. The AE will advance these inbound qualified leads through the product sales cycle. Over time, as awareness and demand grow, it is expected that the AE’s business development activities will shift from primarily outbound to heavily inbound. Ultimately, the Account Executive drives software sales, so success looks like increasing the number of families and corporations that buy our software. 


    As our software sales expert, the AE will assist in educating the sales teams on software use cases and value propositions. The AE also will provide insights to Marketing and Product to help inform our customer journey and product roadmap. 

    The AE will be tech savvy and experienced in software sales. As an engaging, stimulating communicator, poised and capable of projecting enthusiasm and warmth, the AE easily and assuredly makes new contacts. This allows the AE to guide the sales process confidently toward the goal/close, using persuasion, not pressure. The AE will have a strong sense of urgency, initiative, and drive to get things done, with an emphasis on working with and through people in the process.  A growth mindset and flexibility are essential.

    Requirements

    Business Development and Sales (90%)

    • Grow sales revenue and hit corporate goals for software 
    • Generate leads through outbound activities such as dial, email, and social media interactions
    • Position value proposition, features, benefits, and pricing to close software sales
    • Conduct demos to qualified prospects and answer questions to convert prospects and trial users to customers 
    • Collaborate with the sales team on software sales opportunities 
    • Attend tradeshows and conferences, as identified and arranged by Marketing, to represent the company, provide demos, and network with prospects
    • Accept and work inbound leads (limited)

    Sales Operations (10%)

    • Use Salesforce to record all activities and manage pipeline 
    • Provide observations on market demand and needs to inform Sales, Marketing and Product on the customer journey and product needs
    • Generate sales reports 


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  • Foundation Engagement Associate

    Location: Fairfield Office
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    Summary

    The Foundation Engagement Associate will help build our market for philanthropic solutions by supporting lead generation with private foundations. This newly created role will expand our business development activities. The Foundation Engagement Associate will join a seasoned sales team and mature company as we continue to grow our business through our purpose-built software and services.  


    The Associate will represent Foundation Source and its offerings to foundation leaders in targeted markets. The Associate will respond to inbound inquiries; however, the role primarily requires identifying and researching targeted prospects, proactively reaching out by phone, email and social media, positioning our tech-forward services, and conducting platform presentations. The Associate will hold meetings (in-person and virtual), conduct webinars, and do public speaking, among other tactics and activities, to build awareness and deepen relationships. Prospecting could be through a foundation’s advisory team. Ultimately, the Associate will qualify a foundation as a lead and introduce the designated salesperson who will advance the relationship through to engagement.  

    The Associate will collaborate with sales leaders and the marketing Team to leverage private foundation stories and interactions into public-facing materials that can be used to advance sales to existing foundations.  


    The Foundation Engagement Associate will be tech forward and experienced in prospect development. A strong sense of urgency, drive to get things done, growth mindset and flexibility are essential. Prior professional experience in fundraising, financial, consulting, or non-profit fields is required. Private foundation experience is preferred.  


    Business Development and Lead Generation (90%)

    • Generate leads through outbound prospecting to private foundations help hit corporate revenue goals  
    • Execute on Sales, Marketing, and firm-wide initiatives for private foundation lead generation in target markets 
    • Conduct outbound calling, email communication, and social media posts/outreach to generate and cultivate leads 
    • Conduct meetings (in-person and virtual), platform presentations, and webinars to nurture relationships.  
    • Grow and apply your knowledge of the philanthropic sector and private, non-operating foundations 
    • Position value proposition, services, technology, and fees to generate qualified leads 
    • Build and nurture positive, trust-based relations with influencers, stakeholders, and decision-makers to cultivate referrals 
    • Work closely with sales leaders and marketing to carry out coordinated lead generation efforts  

    Sales Operations (10%)

    • Manage activity and reporting cadence for a high-performance practice that effectively adds qualified leads to the sales funnel  
    • Use Salesforce.com to record all sales activity and manage pipeline
    • Participate in weekly meetings to share updates on activity and trends to help advance strategies for increasing business

    Requirements

    • 3-plus years of experience in donor research, development prospecting, or business development for financial, legal, family office or philanthropy services 
    • Proven results in a quota-oriented environment 
    • Established networks preferred 
    • Experience using databases and conducting research to create profiles of prospects aligned to targets 
    • Critical, strategic thinker who can also focus on details 
    • Knowledgeable about private foundations
    • Team player 
    • Self-motivated and able to work independently, while prioritizing objectives to achieve maximum results 
    • Strong oral and written communication skills 
    • Ability to maintain a home office 
    • Ability to travel as needed 
    • Bachelor's Degree preferred

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  • Senior Accountant

    Location: Fairfield Office
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    Position Overview: 

    The Senior Accountant is a key team player and valued technical expert in providing consistent, accurate and timely support in our foundation accounting department.  This position prioritizes the customer experience, has strong technical, communication and organizational skills and is a careful and strategic problem solver. The focus of this role is on producing high quality, detailed work based on established accounting standards, guidelines and procedures. Precise, consistent work output is essential requiring patience and a willingness to handle and complete tasks. The role has well-defined processes, and your knowledge of our proprietary software is built through a structured step-by-step training with a positive, supportive coaching management team and peers.  This role works directly with clients to manage and guide their financial operations, tax planning and filing. 


    Key Responsibilities:  


    Tax Filing & Preparation (40%) 

    • Provide high level support in review and reconciliation of K-1 filings 
    • Assist in the preparation of month-end budget reports, review payroll transactions, and prepare reconciliations of forms W2 and 1099 at year-end 
    • Reconcile prior year 990-PFs to our financial platform and identify and obtain any outstanding information 
    • Prepare quarterly updates for US TIPS adjustments 
    • Review 990-PF and 990-T forms and help resolve tax items and other differences noted  

    Financial Operations/General Accounting (25%) 

    • Reconcile the financial information of newly onboarded existing foundations 
    • Work on enhanced budgeting, reporting, and financial audit support engagements 
    • Create templates for splits, mergers, acquisitions and other corporate actions that periodically occur 
    • Review and record, as needed, Life Insurance and Annuity policy transactions 

    Audit Support (25%) 

    • Trial balance preparation on the accounting method as requested by the 3rd party private foundation auditor firms (cash, accrual, modified cash basis) 
    • Preparation of balance sheet and income statements 
    • Assisting auditors in reconciling financial information as necessary 

    Process Improvement (10%) 

    • Improve efficiency across departments to enhance customer experience 


    Requirements

    • At least 5 years of accounting experience in a public accounting or financial services firm or equivalent experience  
    • Proactive, quick learner   
    • Ability to work collaboratively with teams as well independently drive results  
    • Strategic problem solver who is comfortable working in a fast-paced environment 
    • Strong project management with ability to prioritize multiple projects and meet statutory and internal deadlines 
    • Highly skilled at servicing clients in writing, by phone or video conferencing  
    • Must be detail oriented, motivated 
    • MS Office Suite mastery with advanced Excel skills 
    • Client friendly demeanor    
    • Team building and development a plus 
    • CPA preferred 

    Physical Demands and Work Environment: 

    • Constantly operating a computer and other office equipment 
    • Communicate information and ideas so others can understand via phone, computer, video conference and gathering in meeting spaces  
    • Lift up to 20 pounds 

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