Director, Installed Base Sales

Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com.

Bonterra is seeking a strategic and results-driven Director of Sales to lead a team of Account Executives focused on our Fundraising & Engagement installed-base business unit. This leader will be responsible for accelerating revenue growth, advancing go-to-market strategies, and building a high-performance sales organization that thrives on coaching, accountability, and customer impact.

The ideal candidate will bring a proven track record of exceeding revenue targets in a SaaS environment, deep experience in sales leadership, and a passion for developing talent at all levels. This role requires strong cross-functional collaboration, a metrics- and outcomes-driven mindset, and the ability to drive strategic initiatives from vision to execution.

Key Responsibilities

Strategic Sales Leadership

• Own revenue performance and sales strategy for the Fundraising and Engagement Installed Base.

• Drive accountability and AE discipline for approach and achievement of sales goals, pipeline health, and key performance metrics.

• Lead, mentor, and develop a team of Account Executives, ensuring they meet or exceed sales targets.

• Ensure a disciplined approach to prospecting by coaching teams on outbound strategies and pipeline generation.

• Foster a collaborative, high-energy sales culture that prioritizes learning, execution, and customer engagement.

Team Development & Coaching

• Implement structured coaching programs focused on pipeline management, negotiation, and closing strategies – using the Bonterra sales framework

• Conduct regular deal reviews, performance check-ins, and enablement sessions to improve execution across the funnel.

• Partner with Revenue Enablement to ensure continuous improvement in sales readiness and selling skills.

Sales Strategy & Execution

• Translate company growth objectives into actionable sales strategies aligned with target customer profiles and solution areas.

• Leverage data to drive decision-making, identify performance gaps, and iterate on sales plays and messaging.

• Promote a disciplined approach to outbound prospecting, pipeline generation, and velocity through the funnel.

Cross-Functional Collaboration

• The selected candidate will view this team as their own business: taking accountability for creating proactive strategies, collaborating with cross-functional Bonterra teams for go-to-market – and successful execution of outbound motions

• Work closely with Marketing, BDR, Customer Success, and Product to align on demand generation, customer engagement, and feedback loops.

• Provide voice-of-customer and market insights to inform product development and GTM strategy.

• Partner with senior sales leadership to refine segmentation, territory planning, and resource allocation.

Qualifications

• 5+ years of experience in B2B sales, with 2+ years in a sales leadership role (Director level or above preferred).

• Proven track record of exceeding team quotas in a SaaS or technology sales environment.

• Exceptional coaching, communication, and leadership skills.

• Deep understanding of sales performance metrics, pipeline management, and forecasting methodologies.

• Proficiency in Salesforce and other sales productivity and analytics tools.

• Comfortable operating in a fast-paced, dynamic environment with evolving priorities.

Bonus Points For:

• Experience in the nonprofit (NPO) or Fundraising & Engagement (F&E) space.

• Familiarity with Account Segmentation models, Executive Business Reviews, Challenger, or other formal sales methodologies.

• Experience scaling and leading distributed sales teams.

The range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determine