Director – New Logo & Expansion

📋 Description

• Acquisition of new logos.

• Lead and mentor a team of Account Executives dedicated to securing new business within the Fundraising Experiences portfolio.

• Manage the new logo pipeline: establish targets, oversee forecast accuracy, and create a repeatable outbound strategy to generate new opportunities, collaborating with both existing and new partner relationships.

• Guide AEs through intricate, multi-stakeholder sales cycles, concentrating on Enterprise-level deals—from qualification to proposal, negotiation, and closing—while enforcing deal qualification standards and handoff protocols.

• Ensure consistent application of sales methodologies through call reviews, deal coaching, and pipeline evaluations.

• Expansion & Account Growth.

• Lead a team of Account Managers tasked with expanding and retaining Strategic accounts through upselling, cross-selling, and adoption-driven growth.

• Drive year-over-year processing volume increases and enhance cross-sell penetration across Bonterra’s product offerings.

• Guarantee consistent implementation of Mutual Success Plans for eligible accounts, upholding account tiering discipline and maintaining an expansion opportunity pipeline that supports new ARR.

• Mentor Account Managers to confidently lead growth discussions—linking customer outcomes to commercial opportunities.

• Team Leadership.

• Oversee and develop a combined team of seven. Manage capacity planning, account load standards, and role-specific performance frameworks.

• Establish clear priorities, develop processes and workflows, and cultivate a culture of accountability, coaching, and collaboration between new business and expansion teams.

• Systems & AI.

• Collaborate with the VP of Strategic Accounts and Revenue Operations to create growth infrastructure: Account Plans, Mutual Success Plans, Growth CTAs, and KPI dashboards.

• Define needs for AI-enhanced account research and deal coaching tools.

• Ensure Salesforce data standards facilitate dependable Opportunity workflows, pipeline reporting, and compensation tracking across both AE and AM functions.

• Cross-Functional Leadership.

• Act as a revenue liaison among Sales, Services, Marketing, and Product—aligning new logo acquisition with the expansion strategy.

• Manage the monthly and quarterly growth metrics narrative for senior leadership, encompassing both new logo and expansion performance.

⛳️ Requirements

• 4–6 years in a revenue leadership position encompassing Sales, Install Base Growth, or a combined new business and expansion function in SaaS or nonprofit technology.

• Proven success in leading both quota-carrying AE teams and account management or customer success teams, with a demonstrated ability to achieve growth targets across both areas.

• Experience overseeing the complete revenue lifecycle: pipeline generation, deal execution, onboarding transition, adoption, and renewal/expansion.

• Practical experience with Salesforce; familiarity with AI-supported sales and customer success workflows is highly advantageous.

• Data-driven and an effective communicator—capable of designing scalable operating models and translating strategy into execution at the team level with executive stakeholders and cross-functional partners.

🏝️ Benefits

• Comprehensive benefits package that supports your health, well-being, and growth.