Senior Sales Manager - Bonterra Nonprofit Solutions

Employment Type: Full time

Position Overview

Bonterra is seeking a strategic and people-focused Senior Sales Manager to lead a team of Account Executives (AEs) focused on new logo acquisition within our Bonterra Nonprofit Solutions group, with a primary emphasis on our case management solution. This individual will coach, enable, and scale a high-performing team responsible for helping mission-driven organizations reimagine their operations through a modern, outcomes-focused partnership with Bonterra. This role will report to the VP of Sales and play a critical role in developing a culture of accountability, value-based selling, and inclusive growth — empowering our sellers to win, and our customers to thrive.

At Bonterra, we believe in doing well by doing good. You’ll join a mission-first team of high-integrity professionals who care deeply about our customers, our teammates, and the communities we serve. As a sales leader, you’ll shape not only revenue outcomes — but also the culture and values of a team dedicated to helping nonprofits increase their impact.

Key Responsibilities

Team Leadership & Coaching

• Inspire, coach, and develop a team of AEs selling to nonprofit organizations with complex, consensus-driven buying processes.
• Coach team members on value-based, solution-focused selling approaches grounded in customer needs.
• Review calls (Gong), pipeline, and account plans to guide reps on execution, deal strategy, and forecast accuracy.

Sales Strategy & Execution

• Drive execution of Bonterra’s sales playbook, including multi-threaded stakeholder engagement, discovery-led qualification, and strategic use of champions.
• Collaborate with Marketing, Sales Enablement, Sales Operations, Business Development (BDRs), Solutions Engineering, and Customer Success to drive scalable, efficient sales processes for your reps, and positive outcomes for our customers.
• Partner with the VP of Sales and other leaders to contribute to territory design, operational planning, and revenue achievement.

Pipeline & Forecasting

• Maintain consistent pipeline coverage through strategic coaching on outbound prospecting and account planning.
• Ensure weekly pipeline hygiene and forecast accuracy using Salesforce and Gong.

Mission-Aligned Sales

• Train sellers to position Bonterra as a holistic partner — not a vendor — by articulating long-term value across impact, reporting, compliance, and organizational sustainability.
• Align sales conversations with sector-specific needs and ensure reps are leveraging the latest messages and assets.

Preferred Experience

• 3+ years of experience directly managing B2B SaaS sales teams. Ideally possessing experience serving NPOs.
• Track record of exceeding team quota, successfully onboarding new sales talent, improving rep performance, and building inclusive team cultures.
• Proven ability to navigate enterprise sales cycles: discovery, MEDDPICC qualification, champion development, proposal framing, and negotiation.
• Experience leveraging AI-powered tools (e.g., Gong, Agentic Sales Assistants, ChatGPT) to drive sales efficiency, enhance coaching, and improve forecasting accuracy.
• Understanding of nonprofit buyer behavior, consensus-driven purchasing, and impact-driven ROI storytelling.

Company Information

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.