Business Development Representative – Mid-Market

Role Overview

• 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.

Requirements

• 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 setting the bar for excellence within the team.
• Coachability & Data-Driven: You trust the process, but you are also committed to the data. You use metrics to tell the true story of your success and are always looking for ways to iterate and improve based on feedback.
• High Engagement & Communication: You are a presence in the company chat and highly communicative with leadership. You don’t work in a vacuum; you proactively share insights on what’s working, what’s not, and where we can innovate.
• Experience: Ideally, you have BDR experience or a background in the nonprofit sector. However, we are open to career switchers who are hungry, fast learners, and ready to hustle against aggressive goals.

Benefits

• Health, Dental, and Vision insurance covered at 100% for employees, 80% for employee plus dependents, and 70% for employees plus family.
• FSA and HSA Spending Account.
• 20 days of vacation, 5 sick days, 11 company holidays plus an additional 1 floating holiday.
• 401(k) plan with company match.
• 100% Company-paid short-term disability, long-term disability, basic life insurance and AD&D.
• Paid parental leave (12 weeks for primary caregivers / 6 weeks for secondary caregivers).
• Generous home office stipend to support your remote workspace.
• Annual professional development stipend to support your growth (e.g., workshops, courses, and seminars).
• Charitable giving program and paid volunteer time off with registered non-profits.