Nonprofit Direct Sales Manager

Salary Range: 260000 to 300000 (Currency: USD) (Pay period: per-year-salary)

What You'll Do:

• Lead and grow a team of 4 to 7 Account Executives selling to nonprofits with $1M–$25M in annual revenue and independent schools.
• Coach every rep individually. Learn what drives each person, meet them where they are, and help them get a little better every week through call reviews, deal reviews and pitch practice.
• Sell from the front line. Join discovery calls and demos, close deals alongside your reps in your first 90 days, and step into key deals to help them win.
• Own the team's number and a forecast leadership can rely on. Hold every rep to their activity KPIs, and work with each channel (rep outbound, inbound leads, our MDR team and our webinar program) so that effort goes into good leads.
• Get ahead of the work. Lead lists, territory assignments, contracts and deal blockers should be handled before reps have to ask.
• Turn around reps who are off track with a clear diagnosis, a plan and steady follow-through.
• Lead how the team uses AI for personalization at scale, so thousands of target nonprofits get outreach that is relevant and sounds human.
• Hire and onboard new Account Executives as headcount is approved.
• Build a team culture that is competitive and positive-sum: people push each other, celebrate each other and want to come to work.

What Success Looks Like:

• First 90 days: you've learned our products, our playbook and the nonprofit market from the front line, including closing deals alongside your reps. Your reps trust you. You have a clear view of what the team does well, where each rep's gaps are, and what you'll change first.
• First year: the team hits its number and every AE hits theirs. At least one rep is ready for promotion. The team has grown without losing per-rep productivity.
• What sets the great ones apart: they're proactive about everything, and they're obsessed with making themselves and every rep a little better each day.

Requirements:

• Must be able to work in office 4-5 days per week. (We are an in-office culture with flexibility for one day per week work from home for employees in good standing, after an initial probationary period)
• Bachelor's degree or equivalent experience.
• 2+ years as a full-cycle closer in a high-velocity B2B sales role, with verified quota attainment. Sales cycles under 90 days.
• 1+ year leading people as a team lead, SDR manager or sales manager. Formal people management is preferred.
• Specific evidence that you personally developed reps: people you coached to quota, through a turnaround, or to a promotion.
• You still love to sell, and you want to be on calls.
• Outstanding written and verbal communication. You listen well, play back what you heard, and turn it into clear action.
• A growth mindset. You're a quick study, you learn how a place works before you change it, and you want direct feedback.
• Highly organized, with a proven operating rhythm for running a team and a record of accurate forecasting.
• Comfortable with Salesforce and Gong, and already using AI in your own workflow.
 

Preferred Qualifications:

• Experience at a Series A–C startup, where you owned the work end to end.
• Experience selling data products, or selling to nonprofits.
• Success built in a hard environment, without a big company's momentum behind you.

Additional Information:

The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across California. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. We also offer a comprehensive benefits package, which you can explore on our careers site

Compensation range (OTE):