Own and grow a portfolio of Strategic Accounts, serving as the primary relationship owner and revenue expansion lead.
Develop and execute focused account plans aligned to annual growth targets, identifying expansion opportunities across events, adoption, processing volume, subscriptions, and additional Bonterra solutions.
Prioritize accounts based on growth potential and engagement signals, directing effort where impact and ROI are highest.
Lead executive business reviews that align fundraising strategy with platform capabilities and surface forward-looking expansion opportunities.
Partner with Sales to drive upsell and cross-sell motions, leveraging Salesforce, Gainsight, and performance data to inform forecasting and action plans.
Collaborate cross-functionally to remove growth blockers, improve adoption, and scale best practices that drive retention and expansion.

Proven track record of managing strategic accounts with measurable revenue growth outcomes.
Demonstrated success in upsell, cross-sell, or expansion within existing customers.
Strong understanding of nonprofit fundraising models, events, and peer-to-peer strategies.
Ability to prioritize a large book of business based on revenue potential and risk.
Commercial acumen and comfort leading revenue-focused conversations.
Excellent executive communication and relationship-building skills.
Self-starter who thrives in an evolving, high-growth environment.
3–5 years of experience in customer success, account management, or strategic sales within SaaS or nonprofit technology is preferred.
Direct experience with nonprofit fundraising practices or mission-driven organizations is preferred.
Experience developing and executing strategic account plans with defined growth targets is preferred.
Proficiency with Gainsight, Salesforce, and customer analytics or business intelligence platforms is preferred.

Strategic Account Manager

Key skills