Sales Manager- Mid Market

About Us

Virtuous is on a mission to inspire global generosity by helping nonprofits build better relationships with their donors. We offer a modern software platform that provides mid-sized charities with elegant tools for fundraising, marketing, volunteerism, and online giving.

Our talented team is driven to disrupt the status quo in the nonprofit sector. We are hungry, humble, and committed to delivering best-in-class software solutions, customer success interactions, and sales experiences to the world’s leading nonprofits

We also recognize the importance of giving back and making a difference in the communities where we live and work. That’s why we practice radical generosity by volunteering at nonprofits or going the extra mile for our team and the customers we serve. We take our work seriously, but we don’t take ourselves too seriously. We believe that life is too short not to love what you do.

The ideal candidate for Virtuous embodies our values by:

• Asking questions with a spirit of curiosity
• Giving feedback freely with candor & grace, welcoming it in return
• Displaying a passion for philanthropy and technology
• Serving with joy. Everyone is willing to make the coffee!
• Celebrating the wins & milestones of others
• Assuming good intent & demonstrating trust in others
• Pursuing relationships with people different from themselves & creates space to be human

Position Summary

Virtuous is in search of a dynamic, goal-oriented sales leader with a track record of successfully assembling, retaining, coaching, mentoring, and enhancing sales teams. In this role, you will lead a team focused on fostering growth within Mid-Market Sales, with a special emphasis on the nonprofit sector.

Your responsibilities include supervising a team of Account Executives who aim to excel in value-based selling, using a consultative approach to promoting and positioning Virtuous. Reporting to the VP of Sales, you will develop strategic account plans, ensure representatives are prepared for client calls, and leverage your past successes to implement effective initiatives within our organization.

Responsibilities

Planning and Execution:

• Develop, refine, and implement a comprehensive success plan for the team in alignment with company goals for both Enterprise and Mid-Market accounts.

Team Leadership and Development:

• Cultivate a high-performance culture by recruiting, onboarding, and retaining top-tier sales talent.
• Must be an expert in training teams in strategic deal management, value positioning, and managing multi-stakeholder engagements.
• Provide ongoing mentorship, coaching, and constructive feedback to empower the team to achieve their full potential.
• Regularly assess individual and team performance through a combination of direct observation, key performance indicators (KPIs), and other relevant metrics.

Sales Projections and Reporting:

• Develop and deliver precise and comprehensive sales projections based on analysis, historical data, and current trends.
• Provide regular, detailed reports to the executive team on sales performance, highlighting key achievements, challenges, and recommended actions.

Cultural Development:

• Foster a dynamic and positive team culture that encourages healthy competition while emphasizing collaboration.
• Instill a sense of ownership, accountability, and camaraderie within the team.
• Collaborate with cross-functional teams, including Marketing, Product Development, and Customer Experience, to ensure alignment in delivering client-centric solutions.

Requirements

Qualifications:

• 5+ years experience in sales management within the SaaS space is required as well as exposure to nonprofits in some capacity. If you’ve sold directly to nonprofits, we want to talk to you!
• Proven track record of consistently achieving or exceeding sales targets in a leadership role.
• Certifications and/or a track record of growth and continued learning in sales management or related fields are a plus.

Communication and Presentation Skills:

• Exceptional verbal and written communication abilities, with the ability to articulate the nuances of client value propositions clearly and persuasively.
• Strong presentation skills, both internally and externally, to key stakeholders.

Leadership Abilities:

• Demonstrated capability to inspire and lead a remote team
• Passion for coaching and not being afraid to “get in the weeds” with reps
• Strategic vision and mindset
• Motivational and inspirational
• Ability to develop and nurture lifelong client partnerships, becoming a trusted advisor and advocate

Analytical Skills:

• Outcome-focused with strong analytical capabilities, utilizing data-driven insights to make informed decisions and guide the team accordingly
• Proficient in using analytics tools and interpreting CRM data to drive strategic decision-making

Industry Knowledge:

• Comprehensive knowledge of CRM systems, peripheral technology, and familiarity with the latest industry best practices in their adoption and use.
• Well-informed of market trends, competitor activities, and emerging technologies
• Results-Oriented Mentality
• A track record of achieving and surpassing sales targets
• A metrics-oriented approach, utilizing data and key performance indicators to measure the success and continuous improvement of the sales team

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.