Sales Development Representative

Job Description

Job Description

Position Summary

You’ll be responsible for a named account list of nonprofit organizations we seek to partner with. You’ll spend your days engaging with multiple departments within target organizations to generate pipeline, facilitate qualifying calls and conduct ROI evaluations with key decision makers, and execute a seamless handoff of qualified accounts to Account Executives.

In addition to daily account development and fielding inbound leads, you’ll partner with marketing and sales to design and execute individualized outreach emails and plays that engage your assigned accounts. 

Nonprofit Sales Development Reps are a critical part of our growth plan and essential as we rapidly increase the number of nonprofits we serve. You’ll report to the NDR Manager and focus on three primary areas to generate pipeline: target account research, outbound account development and engagement, and inbound account qualification and booking.

Responsibilities

Account Development — 85%

• Fielding inbound sales leads including demo requests, in-market intent leads, and brand event leads

• Using multiple channels and tactics to maintain a high volume of outbound outreach activities each day to multiple stakeholders within assigned nonprofit organizations

• Using strategy and creativity to reach key decision makers within provided target accounts

• Facilitating qualifying calls and conducting ROI evaluations with high-level key decision makers

• Systematically qualify, build, and manage an accurate sales process within HubSpot (our CRM platform)

• Consistently practice data hygiene within HubSpot which includes clearing tasks, creating new tasks when needed, and documenting detailed notes of each call/interaction with your account

• Becoming an expert in responsive fundraising to ensure you’re equipped to ask insightful questions, overcome challenges, and understand the complex needs of each organization

• Consistently meet quarterly quotas through a proactive approach to growth, and implementing feedback

• Working closely with commercial and enterprise account executives to efficiently and effectively move quality leads through deal stages

• Meeting weekly and monthly activity goals (Example: 100+ calls per week, 150+ emails per week, 25+ meetings per month, etc.)

Field Marketing — 15%

• Source target accounts to activate for marketing activities, such as education webinars and conferences, and map out strategic ways to drive engagement across your accounts 

• Manage promotion activities to your target accounts surrounding field marketing activities

• Work closely with account executives to strategically work accounts at field events

• Provide detailed reports on the status and ROI of field marketing activities

• Document and share lead / customer intelligence with the sales team

• Attend relevant trade shows, events, and conference (travel required)

You Must Have

• 3+ years of sales or marketing experience (to or within nonprofit organizations preferred)

• Positive attitude, extremely flexible, and committed drive to build relationships

• Familiarity working within HubSpot

• Excellent communication skills - clear, effective, & persuasive written and verbal skills

• Experience working within B2B tech industry (preferred)

• Understanding of CRM functionality and ability to talk technically around customer/donor relationship management

• Understanding of the nonprofit sector, fundraising, and donor relationship management

• Interest in a fast-paced environment, focused on account research and outreach through email, video, and phone

• Outgoing attitude and proven ability to build rapport quickly with new people - in writing, in-person, and by phone

• Excellent interpersonal skills; a team player in a fast-paced, ever changing, and exciting environment

• Disciplined and highly organized self-starter who’s coachable and not afraid to ask questions and dive in

• Results-oriented mindset - experience/consistent performance in a deadline-oriented environment

• Excellent time-management and prioritization skills

About Us

Virtuous software is powering the world’s leading nonprofits and inspiring a new generation of generosity.

At Virtuous, we believe generosity has the power to transform the world - and so we are on a mission to create $10B in net new generosity by helping nonprofits better connect with and inspire their donors.

Our talented team is hungry, humble, and committed to delivering best-in-class software solutions, customer success interactions, and sales experiences to the nonprofit community.

Our values are more than just a poster on the wall. Instead, our mission and values are precisely why candidates choose Virtuous. Our core values are:

1. Build Better : We build audacious ideas to accelerate philanthropy and dismantle the status quo.

2. Display Radical Generosity : We are generous with our time & talent as we serve our team and the nonprofit community.

3. Stay Humble & Enjoy the Journey : We take our work seriously, but we don't take ourselves too seriously.

Virtuous should act as a career accelerator for everyone on our team. Team members should look back at their time at Virtuous as one of the most productive and stretching seasons in their professional lives. This means that working at Virtuous isn't for everybody. It is for the select few who are ready to do hard things and build something truly great.

If this sounds like you, we’d love for you to apply!

What We Offer

• Market competitive pay leveraging Carta data

• Employee recognition through Bonusly (birthdays, anniversaries, achievements, etc.)

• 401(k) retirement plan with company matching- 50% match up to 6% of compensation after 90 days

• We value our employee’s work-life balance and encourage taking advantage of Unlimited PTO

• Supportive time off including paid volunteer days and company holidays

• Employer-contributed healthcare benefits, encompassing medical, dental, and vision coverage, with plans available for dependents and choices for Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).

• 12 weeks primary parent leave, 4 weeks secondary parent leave - full pay (adoption as well)

• We pride ourselves on Community and host exciting company outings and events.

We’ve recently noticed an increase in recruitment scams where individuals are impersonating recruiters to obtain personal or financial information through fraudulent interviews and job offers.

Please note that all legitimate communication from Virtuous will only come from the @virtuous.org domain. If you receive a message from other domains, even if they look similar (e.g., virtuouscareers.org or virtuousjobs.com), they are  not legitimate and we recommend disregarding it immediately.