Business Development Representative - Mid-Market, USA, Remote

Highlights

• OTE (On-Target Earnings): $92,000 - $100,000
• Location: Remote USA (based in CST, EST time zones)
• Stock options

About Fundraise Up

We’re Fundraise Up - a global fundraising platform built to make donating to nonprofits fast, seamless, and accessible to all. Every month, our technology powers tens of millions of dollars in donations across the globe. We focus on innovation that directly impacts results: faster load times, higher conversion rates, global payment support, and accessibility-first design.

Our platform is trusted by many of the world’s leading nonprofits, including UNICEF, the Alzheimer’s Association, and a wide range of global NGOs. With a 4.9/5 rating across top software review platforms, we’re recognized not just for our impact - but for the quality of the product we deliver.

About The Role

As a Mid-Market Business Development Representative, you sit at the center of our outbound strategy. While SMB focuses on high-volume and Enterprise focuses on a highly targeted territory of massive accounts, you will manage a territory of approximately 1,000 mid-sized nonprofit organizations.

Success in this role requires a hybrid approach: you must be able to maintain a consistent outbound rhythm, hitting scalable volume across orgs while also performing the deep research necessary to break into sophisticated organizations through high ranking personas. You aren't just looking for a "yes"; you are looking to understand a nonprofit’s growth goals and building a specific hypothesis for how Fundraise Up can support them in their mission. This isn't just setting meetings - it's setting qualified meetings and generating true, authentic pipelines for the Account Executive to ultimately close the business. 

Key Responsibilities

• Hit Your Numbers: Your target is 12 meetings booked per month. Because these accounts are more complex, quality is paramount. We expect at least 7 of these to convert to Sales Qualified Opportunities (SQOs).
• Develop a Point of View: Before reaching out, you will develop a "Hypothesis" for each account. Upon discovery with the POC, you’ll identify their current goals and fundraising challenges so that when you pass a lead to an AE, they have a clear starting point for the conversation.
• Tiered Personalization: You will balance your outreach styles. You’ll craft highly bespoke, research-heavy messaging for Executive Directors and C-suite leaders, while using more scalable, persona-based approaches for Marketing and Development Directors or managers.
• Deep Multi-threading: You’ll work to build consensus across an organization. You are responsible for engaging multiple stakeholders, from the specialists doing the daily work to the executives signing the checks, to ensure the account has momentum.
• Partner with AEs: You will work in lockstep with your Account Executives to map out your territory, identify "must-win" accounts, and coordinate multi-channel outreach to get into the door.
• Partner with Marketing: You are a key player in our event and content strategy. You will drive registrations for webinars and events, and ensure fast, effective follow-up with every attendee to turn interest into pipeline.
• Own the Nurture: Mid-market cycles take time. You will proactively follow up with prospects, offering value-add content and insights that align with their specific fundraising cycles and growth goals.
• Identify Intent & Triggers: You’ll monitor your 1,000-account territory for "compelling events" - leadership changes, new program launches, or website activity, and use these as the "why" behind your outreach.

What We’re Looking For

• The "Strategic Hunter" Mindset: You enjoy the "detective work" of sales. You are curious about how nonprofits operate and can connect our technical features to their real-world impact. You always communicate through the lens of, “Why do they care?”
• Critical Thinking: You can look at a nonprofit's website or annual report and quickly identify where they are struggling and how we can help.
• A Teammate People Want to Work With: You bring a positive, optimistic attitude to the team every day, even when facing the adversity and challenges inherent in outbound sales. You keep an open mind and help elevate the energy of the group.
• Competitive & Goal-Oriented: You have a "win" mindset. You want to be the best rep on the leaderboard and are committed to set