Vice President of Sales, Non-Profit

Vice President of Sales, Non-Profit

Blackbaud’s Non-Profit Vertical (NPV) is our largest, most mission critical market. We are seeking a proven, enterprise sales executive to lead national go to market execution, accelerate new bookings, expand share of wallet, and champion a seamless end to end customer experience in partnership with Product Development, Professional Services, strategic Partners, and Customer Success. As a third line leader, you’ll set direction, develop leaders of leaders, and drive disciplined, data backed sales operations that scale. 

What you'll do:

• Own national bookings and growth outcomes for the Non-Profit Vertical; set strategy, targets, and quarterly operating plans aligned to company goals. 

• Drive a balanced mix of new logo acquisition, expansion, and cross sell motions; ensure pipeline mix supports quarterly/annual targets.

• Partner with Marketing to orchestrate vertical demand programs and ensure ≥3x pipeline coverage at the org level, with quality thresholds by segment.

• ​Institutionalize a rigorous weekly/quarterly cadence for pipeline reviews, forecast calls, deal inspection, stage progression, and risk removal. 

• Champion data discipline in Salesforce, Clari, and Gong; establish forecast accuracy guardrails and coaching standards that improve win rate and cycle time. 

• Lead and develop 3 direct reports (directors/GMs) and 12 managers across enterprise and commercial teams; attract, grow, and retain diverse top talent.

• Build manager excellence: hiring profiles, onboarding programs, coaching frameworks, performance accountability, and succession planning. 

• Foster a culture of mission alignment, customer centricity, and high performance grounded in clarity, consistency, and accountability. 

• Product Development: Provide structured “voice of customer” feedback to inform roadmaps, packaging, and prioritization; align GTM with release cycles. 

• Professional Services: Co design delivery strategies for complex pursuits; ensure solution integrity, scoping accuracy, and time to value.

• Partners: Expand and operationalize ISV and implementation partner co sell/co deliver motions; establish joint targets and partner success criteria.

• Customer Success: Align post sale health plans; drive GRR/NRR outcomes via proactive success plays, expansion hypotheses, and executive engagement. 

• Represent Blackbaud in the non-profit community (conferences, panels, thought leadership); elevate Blackbaud’s category narrative and impact story. 

• Monitor vertical trends (fundraising, engagement, digital transformation, financial stewardship) and translate insights into sales plays and enablement. 

• Ensure adherence to pricing, packaging, deal desk policies, and approval workflows; balance speed with compliance and margin integrity. 

• Partner with Finance on planning, pacing, and scenario management; instrument leading indicators and course correct rapidly. 

What you'll bring:

• 15+ years enterprise software/SaaS sales experience with 8+ years multi-level leadership (managing managers and directors) in complex, consultative selling. 

• Demonstrated success leading national, multi segment sales organizations (enterprise & commercial) with consistent bookings and growth outcomes. 

• Deep familiarity with the <