Director – New Logo & Expansion

Role Overview

• New Logo Acquisition
• Lead and coach a team of Account Executives focused on closing net new business across the Fundraising Experiences portfolio.
• Own the new logo pipeline: set targets, manage forecast accuracy, and build a repeatable outbound motion to drive new opportunities, including collaboration with existing and new partner relationships.
• Coach AEs through complex, multi-stakeholder sales cycles, focusing on Enterprise-sized deals—from qualification through proposal, negotiation, and close—and enforce deal qualification standards and handoff protocols.
• Drive consistent execution of sales methodology through call reviews, deal coaching, and pipeline inspections.
• Expansion & Account Growth
• Lead a team of Account Managers responsible for growing and retaining Strategic accounts through upsell, cross-sell, and adoption-driven expansion.
• Drive YoY processing volume growth and build cross-sell penetration across Bonterra’s product portfolio.
• Ensure consistent execution of Mutual Success Plans across eligible accounts, maintaining account tiering discipline and an expansion opportunity pipeline supporting net new ARR.
• Coach Account Managers to lead growth conversations with confidence—connecting customer outcomes to commercial opportunity.
• Team Leadership
• Manage and develop a combined team of seven. Own capacity planning, account load standards, and role-specific performance frameworks.
• Set clear priorities, build processes and workflows, and foster a culture of accountability, coaching, and collaboration between the new business and expansion functions.
• Systems & AI
• Partner with VP of Strategic Accounts and Revenue Operations to build growth infrastructure: Account Plans, Mutual Success Plans, Growth CTAs, and KPI dashboards.
• Define requirements for AI-powered account research and deal coaching tooling.
• Ensure Salesforce data standards support reliable Opportunity workflows, pipeline reporting, and comp tracking across both AE and AM motions.
• Cross-Functional Leadership
• Serve as a revenue liaison across Sales, Services, Marketing, and Product—aligning new logo acquisition with expansion strategy.
• Own the monthly and quarterly growth metrics narrative for senior leadership, covering both new logo and expansion performance.

Requirements

• 4–6 years in a revenue leadership role spanning Sales, Install Base Growth, or a combined new business and expansion function in SaaS or nonprofit technology
• Demonstrated success leading both quota-carrying AE teams and account management or customer success teams, with a proven track record hitting growth targets across both motions.
• Experience managing the full revenue lifecycle: pipeline generation, deal execution, onboarding handoff, adoption, and renewal/expansion.
• Hands-on Salesforce experience; familiarity with AI-assisted sales and CS workflows is a strong plus.
• Data-driven and a strong communicator—able to design scalable operating models and translate strategy into team-level execution with executive stakeholders and cross-functional partners.

Benefits

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