Senior Director, Awareness to Revenue

Role Description

The Senior Director, Awareness to Revenue serves as the A2R Value Stream Owner in Blackbaud’s operating model, owning the end-to-end flow that converts market demand into recognized revenue across five connected motions: Demand to Lead, Lead Qualification, Seller, Pricing & Packaging, and Closed Revenue. Operating within a SAFe agile environment, this leader is accountable for the health and performance of the A2R stream as a system, defining the strategy, roadmap, and priorities that improve how work flows across the value stream.

This role does not manage the individual motions — the motions are run by their teams, guided by Experience Managers who own each motion’s feature backlog. Instead, it ensures the motions work together effectively by determining what work enters the stream, how it is sequenced, and where investments and improvements will have the greatest impact.

• Shared Accountability for Revenue Performance.
• A connected leadership model.

This role will lead decisions related to:

• Stream backlog priorities and sequencing, including cross-motion trade-offs.
• Funnel and taxonomy standards.
• Autonomy and human-oversight standards for agentic workflows within established enterprise policies.
• Flow metric definitions and performance targets.

What You’ll Do

• Own the Flow
  • Own the stream’s improvement strategy and roadmap.
  • Own the demand model from initial interest through closed revenue.
  • Own the stream’s business data taxonomy.
  • Identify and remove structural bottlenecks across the end-to-end revenue process.
• Lead AI-Native Redesign as the Primary Lever
  • Redesign workflows using AI-native approaches.
  • Guide initiatives from proof of concept through enterprise deployment.
  • Set autonomy levels and human-oversight standards for the stream’s agentic workflows.
• Own Intake, Portfolio & Governance
  • Serve as the single point of intake for work entering the A2R stream.
  • Chair the stream’s Business Owner group.
  • Build governance into the flow through approval gates.
• Measure and Improve
  • Own the stream’s yield metrics.
  • Develop Experience Management as one team across the five motions.
  • Partner with the Solution Train Engineer and Release Train Engineer.

First-Year Outcomes

• A single intake and decomposition path for demand into the stream.
• Stream yield metrics live: baseline captured, dashboard in active use.
• First human-agent workflows deployed at scale with measured adoption.

Qualifications

• 15+ years of experience in business strategy, operations, product management, or consulting.
• Demonstrated ownership of a portfolio or backlog at scale.
• Strong understanding of what AI-native ways of working can enable.
• Track record of leading complex, cross-functional transformation.
• Expertise in SAFe and Lean Portfolio Management.

Preferred Qualifications

• Experience in the nonprofit sector, donor-advised funds, or gift management.

Benefits

• Medical, dental, and vision insurance
• Remote-flexible workforce
• Wellness Programs
• 401(k) program with employer match
• Flexible paid time off
• Generous Parental Leave
• Donations for Doers
• Pet insurance, legal and identity protection
• Tuition reimbursement program