Salesforce for Nonprofits: Sales Manager

At Idealist Consulting, we are innovators and problem-solvers committed to global progressive action. We help organizations grow through Salesforce implementation, marketing automation, and custom application development. Idealist Consulting has been B Corp Certified since 2008.
The Sales Manager is accountable for driving the growth, development, and performance of our sales and client success team. In this role, you will directly manage a team of individual sales contributors, while also leading and supporting key sales cycles.
We’re seeking a dynamic Sales Manager who thrives in a player-coach role—able to lead by example through active deal engagement while mentoring and elevating team performance. This individual will balance strategic oversight with hands-on execution to drive revenue and team growth.

How You’ll Contribute:

• Manage Sales and Client Success Team
• Embody Idealist Consulting’s values-aligned management philosophy
• Lead and motivate a hybrid team of sales and client success professionals focused on new business, renewals, and account growth
• Coach and mentor team members through regular 1:1s, team meetings, and quarterly reviews
• Foster a culture of accountability by setting clear expectations, providing consistent feedback, and recognizing ownership and follow-through
• Identify needs and collaborate with HR on talent sourcing, contract negotiation, and onboarding as Hiring Manager
• Use standardized reviews and quarterly conversations to foster healthy working relationships, identify employee strengths and weaknesses, and support their growth and development within the organization.
• Encourage professional development and make employee promotion recommendations
• Manage performance concerns and realignment plans as needed
• Collaborate with HR on compliance of company, state, and local, policies as needed 
• Train to established process and documentation standards and guide improvement efforts
• Sales Strategy and Goal Setting
• Translate company-level goals into clear team and individual targets
• Develop and iterate on sales plans aligned with Idealist’s values and mission-driven client base
• Lead sales strategy by actively designing and executing outreach and account planning for mid-market and enterprise nonprofit clients
• Design outreach and account planning strategies for both mid-market and enterprise nonprofit clients
• Collaborate with marketing and partnership teams to align campaigns with pipeline goals
• Function as a player-coach by driving enterprise and mid-market sales efforts while mentoring the team through deal execution
• Consistently meet or exceed a $500K annualized revenue target
• Pipeline Management and Forecasting
• Own the accuracy and health of the sales pipeline
• Implement standardized processes for lead qualification, opportunity stages, and close plans
• Ensure CRM hygiene and reporting discipline across the team
• Drive regular pipeline reviews and forecasting rhythm with the CEO and revenue operations
• Support individual contributors in developing close plans, pricing strategies, and proposal delivery for strategic opportunities
• Cross-Functional Collaboration
• Partner with Delivery, Client Success, and Operations to ensure smooth handoffs and consistent client experiences
• Collaborate with the CEO and other executives on growth planning and service development
• Provide voice-of-sales insights to inform Idealist’s service offerings and go-to-market planning
• Escalate blockers and coordinate problem-solving across departments
• Performance Analysis and Reporting
• Monitor performance metrics (utilization, close rates, etc.) to optimize team effectiveness
• Deliver clear, consistent reporting on team performance, pipeline, and deal health
• Analyze conversion rates, sales cycle lengths, and churn to recommend process improvements
• Conduct quarterly business reviews with executive leadership
• Identify gaps in enablement, tooling, or process and propose solutions
• Report on established departmental KPIs, OKRs, and targets annually

Your Background Includes:

• 8+ years experience working in the Salesforce for Nonprofits implementation services industry
• Understanding of current industry trends and products including Nonprofit Cloud, NPSP, Experience Cloud
• Industry specific understanding of nonprofit technology needs and purchasing process
• Well honed leadership strategies for agile teams
• Experience building cohesion and resilience across dispersed team
• Experience developing and delivering onboarding and training programs