Sales Development Representative

About Virtuous

Virtuous aims to empower generosity worldwide by assisting nonprofits in cultivating stronger donor relationships. Our innovative software platform equips mid-sized charities with streamlined tools for fundraising, marketing, volunteer management, and online donations.

As a dynamic team, we strive to transform the nonprofit landscape by delivering exceptional software solutions, outstanding customer experiences, and effective sales engagement. We embrace a culture of volunteering and community support, balancing professional dedication with a joyful workplace atmosphere.

Ideal candidates resonate with our core values, including a curiosity-driven approach, transparent and gracious feedback exchange, enthusiasm for philanthropy paired with technology, joyful service, celebration of others' achievements, trusting others, and fostering diverse, authentic connections.

Role Overview

The Sales Development Representative will manage a specific list of nonprofit accounts to develop partnerships. Daily activities include outreach to multiple departments within target organizations to build pipeline, qualifying sales conversations and ROI assessments with key decision makers, and seamlessly transferring qualified prospects to Account Executives.

In addition to daily account management and inbound lead handling, this role collaborates with marketing and sales teams to craft personalized outreach strategies engaging assigned nonprofits. This position is crucial to scaling Virtuous's nonprofit customer base rapidly. Reporting to the NDR Manager, the role focuses on account research, outbound engagement, and inbound lead qualification.

Key Responsibilities

• Handle inbound sales leads from demo requests, active market interest, and brand events
• Maintain high daily outbound communications using diverse channels to multiple stakeholders at assigned nonprofits
• Use strategic and creative methods to contact key decision makers within target accounts
• Facilitate qualifying discussions and ROI analysis with senior nonprofit leaders
• Manage and update sales process accurately within HubSpot CRM, ensuring excellent data hygiene with task management and detailed call notes
• Develop expertise in responsive fundraising to effectively identify client needs and address challenges
• Consistently meet quarterly sales goals through proactive growth tactics and integrating feedback
• Collaborate closely with Account Executives to effectively advance leads through sales stages
• Achieve weekly and monthly activity benchmarks (e.g., 100+ calls, 150+ emails, 25+ meetings monthly)
• Identify field marketing targets for education webinars, conferences, and other engagement activities
• Coordinate promotional efforts surrounding field marketing initiatives and partner with Account Executives at events
• Provide comprehensive reports on field marketing impact and ROI
• Document and share leads and customer insights within the sales team
• Attend relevant trade shows, conferences, and events requiring travel

Candidate Requirements

• Minimum 3 years experience in sales or marketing, preferably involving nonprofit organizations
• Positive, adaptable, and relationship-driven personality
• Proficiency with HubSpot CRM platform
• Exceptional communication skills, both written and verbal, with clarity and persuasion
• Experience in B2B technology sales is desirable
• Technical understanding of CRM tools and donor/customer relationship management
• Knowledge of nonprofit sector, fundraising, and donor relations
• Comfort with fast-paced environments focused on research and extensive outreach using email, video, and phone
• Outgoing and able to rapidly establish rapport across multiple communication modes
• Strong interpersonal skills; able to thrive as a collaborative team member in a dynamic setting
• Self-driven, organized, coachable, willing to ask questions and actively contribute
• Results-driven with proven ability to meet deadlines and performance targets
• Excellent time management and prioritization capabilities

Compensation and Benefits

• Competitive salary benchmarked using Carta data
• Employee recognition via Bonusly platform for milestones and achievements
• 401(k) plan with 50% company match up to 6% of salary after 90 days
• Unlimited Paid Time Off to support work-life balance
• Paid volunteer days and company-observed holidays
• Healthcare benefits including medical, dental, and vision, with dependent coverage and options for HSA and FSA
• Parental leave benefits: 12 weeks paid for primary parents, 4 weeks paid for secondary parents, including adoption
• Engaging company culture with community events and outings

Additional Information

Awareness of recruitment scams is important; Virtuous only communicates via official @virtuous.org email addresses. Any other domains should be regarded as fraudulent and ignored.