Senior Market Research Specialist

About Donorbox

Donorbox is a leading fundraising platform and donor management system for nonprofit organizations. Our mission is to accelerate positive impact worldwide by helping nonprofits become highly effective at raising funds and managing their supporter base. Since 2014, we have powered more than 100,000 global organizations to close to $3B in donations. 🚀

Our fast-growing company is profitable and bootstrapped with a healthy run rate. We have a fully distributed and diverse 150-person team based in 16+ states and 23+ countries.

🏅Donorbox is rated the #1 software for fundraising, donor management, and nonprofit payment on G2 based on hundreds of verified customer reviews. We're proud of what we do, and our product reflects it!

The Role

At Donorbox, the Senior Market Research Specialist will play a key role in shaping how we understand, segment, and grow across the nonprofit landscape.

You’ll dive deep into nonprofit sectors such as faith-based, animal welfare, education, arts & entertainment and more, analyzing their unique challenges, structures, motivations, news consumption habits, and buying behavior. Your insights will guide our go-to-market strategy, brand and product direction, helping us serve our customers better and accelerate growth.

This role will not only uncover market opportunities but will also help our Product team discover unmet user needs - identifying where Donorbox can innovate and differentiate. You’ll work cross-functionally with Growth, Marketing, Sales, Customer Success and Product leaders to turn data into insights, and insights into strategy - positioning Donorbox for long-term success with its nonprofit partners.

Responsibilities:

Market & Segment Research

• Conduct in-depth research to define TAM, SAM, and SOM globally and regionally for nonprofit verticals.
• Map industry structure, giving trends, digital adoption, and seasonality (e.g. Easter, Giving Tuesday, Ramadan, etc.).
• Create sub-segment analyses — e.g., dioceses vs. parishes, Catholic vs. Protestant, churches vs. Christian orgs, animal shelters vs. wildlife rescues – for deeper understanding.
• Deliver clear market landscape reports that guide strategic prioritization.
  
  

Audience Profiling & ICP Definition

• Develop and maintain detailed Ideal Customer Profiles (ICPs) and buyer personas for each segment.
• Identify key purchasing decision-makers and influencers — demographics, psychographics, motivations, and buying cycles.
• Understand their pain points, approval layers, and how they make technology decisions.
• Validate findings through structured surveys and interviews with nonprofit leaders and users that this candidate will conduct and analyze.
  
  

Behavioral & Media Insights

• Determine where and how target audiences consume information, from podcasts and newsletters to associations, conferences and other media platforms.
• Identify trusted communities and communication channels that influence their decisions.
• Understand preferred content formats and technology adoption levels.
  
  

Buying Habits & Triggers

• Analyze how organizations discover and evaluate software — through peers, partners, Google search, or industry networks.
• Identify purchase drivers (simplicity, cost, trust, integration, etc) and objections (security, fear of change, theological fit, etc) and explain how Donorbox can effectively address these challenges.
• Document budget cycles and fiscal dependencies to align sales outreach and marketing campaigns with optimal timing.
  
  

Competitive Landscape

• Benchmark Donorbox against fundraising software competitors.
• Analyze features, pricing models, messaging, and positioning.
• Identify opportunities for differentiation — including through positioning, CRM integration, pricing flexibility, and product features and simplicity.
  
  

Product & User Discovery

• Partner with the Product team to uncover insights that inform new features, product improvements, and market opportunities, ensuring Donorbox continues to evolve around real customer behavior and needs.
• Identify friction points in user journeys and translate findings into actionable product recommendations.
• Support new product or feature development with data-backed insights from target markets.
  
  

Internal Data