Director, Installed Base Sales

Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com.

Bonterra is seeking a strategic and results-driven Director of Sales to lead a team of Account Executives focused on our Fundraising & Engagement installed-base business unit. This leader will be responsible for accelerating revenue growth, advancing go-to-market strategies, and building a high-performance sales organization that thrives on coaching, accountability, and customer impact.

The ideal candidate will bring a proven track record of exceeding revenue targets in a SaaS environment, deep experience in sales leadership, and a passion for developing talent at all levels. This role requires strong cross-functional collaboration, a metrics- and outcomes-driven mindset, and the ability to drive strategic initiatives from vision to execution.

Key Responsibilities

Strategic Sales Leadership

• Own revenue performance and sales strategy for the Fundraising and Engagement Installed Base.

• Drive accountability and AE discipline for approach and achievement of sales goals, pipeline health, and key performance metrics.

• Lead, mentor, and develop a team of Account Executives, ensuring they meet or exceed sales targets.

• Ensure a disciplined approach to prospecting by coaching teams on outbound strategies and pipeline generation.

• Foster a collaborative, high-energy sales culture that prioritizes learning, execution, and customer engagement.

Team Development & Coaching

• Implement structured coaching programs focused on pipeline management, negotiation, and closing strategies – using the Bonterra sales framework

• Conduct regular deal reviews, performance check-ins, and enablement sessions to improve execution across the funnel.

• Partner with Revenue Enablement to ensure continuous improvement in sales readiness and selling skills.

Sales Strategy & Execution

• Translate company growth objectives into actionable sales strategies aligned with target customer profiles and solution areas.

• Leverage data to drive decision-making, identify performance gaps, and iterate on sales plays and messaging.

• Promote a disciplined approach to outbound prospecting, pipeline generation, and velocity through the funnel.

Cross-Functional Collaboration

• The selected candidate will view this team as their own business: taking accountability for creating proactive strategies, collaborating with cross-functional Bonterra teams for go-to-market – and successful execution of outbound motions

• Work closely with Marketing, BDR, Customer Success, and Product to align on demand generation, customer engagement, and feedback loops.

• Provide voice-of-customer and market insights to inform product development and GTM strategy.

• Partner with senior sales leadership to refine segmentation, territory planning, and resource allocation.

Qualifications

• 5+ years of experience in B2B sales, with 2+ years in a sales leadership role (Director level or above preferred).

• Proven track record of exceeding team quotas in a SaaS or technology sales environment.

• Exceptional coaching, communication, and leadership skills.

• Deep understanding of sales performance metrics, pipeline management, and forecasting methodologies.

• Proficiency in Salesforce and other sales productivity and analytics tools.

• Comfortable operating in a fast-paced, dynamic environment with evolving priorities.

Bonus Points For:

• Experience in the nonprofit (NPO) or Fundraising & Engagement (F&E) space.

• Familiarity with Account Segmentation models, Executive Business Reviews, Challenger, or other formal sales methodologies.

• Experience scaling and leading distributed sales teams.

The range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. 

Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work. In addition to benefits, this role may be eligible for discretionary bonuses/incentives, and equity. 

US Base Salary Range: $100k - $140k; $200k - $280k on target earnings.

Please note that the compensation range and benefits specified in this job posting is applicable to candidates based in the United States. For international applicants, actual salary offers and benefit plans may vary based on the local market compensation standards and will be determined in accordance with regional considerations, including but not limited to applicable laws, cost of living, and industry norms.  

We will be accepting applications for this role until 05/09/2025.

Our Culture:  At Bonterra, we’re innovating with a higher purpose: to increase giving to 3% of US GDP by 2033, creating $573 billion more in global impact every year. To achieve our vision, we cultivate an inclusive environment where diversity is embraced and every team member feels empowered to contribute. Innovation, curiosity, and a commitment to equity guide our work. We foster a culture of belonging, ensuring that every individual is valued, respected, and given the tools to succeed. Together, we are dedicated to making a positive impact in the world.

Our comprehensive and competitive benefits include:

• Generous Flexible Time Off (FTO) Policy

• Up to 15 paid company holidays including some commemorating social justice events and self-care

• Paid volunteer time

• Resources for savings and investments

• Paid parental leave

• Paid sick leave

• Health, vision, dental, and life insurance with additional access to health and wellness programs.

• Opportunities to learn, develop, network, and connect

Please note the benefits specified on this page are applicable to full-time employees based in the United States. For international employees, actual benefits may vary based on local standards and regulations and will be determined in accordance with regional considerations, including but not limited to applicable laws and industry norms.

We are committed to being an equal opportunity employer and evaluate qualified applicants without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, diversity of thought and any other characteristic protected by applicable law.