Sales Development Manager

NextAfter is a growth accelerator for nonprofits that combines behavioral science, digital marketing, and data analytics to help clients raise more money. The Sales Development Manager will identify and prioritize key nonprofit accounts, manage inbound and outbound leads, develop qualified pipeline, advance sales opportunities, and build long-term client relationships through account-based and data-informed sales efforts.

Responsibilities:

• Pursue a portfolio of Key Accounts drawn from our ABM Target Account List. Primarily VP and Executive level nonprofit leaders that match our ICP
• Execute personalized outbound efforts to establish, pursue, and nurture relationships enhanced by our research content and other value drivers. Comms should be calibrated to where a prospect is in their awareness journey, and not templated mass sales messages
• Manage and advance inbound leads from our content, webinars, courses, and events with urgency and intentionality, as well as screening them for proper fit
• Follow up on leads generated at NIO Summit, speaking engagements, and other conferences, to help convert them into clients
• Run discovery conversations that uncover current organizational painpoints, needs, and opportunities. These may include issues such as fundraising plateaus, donor retention challenges, lack of testing discipline, etc
• Collaborate with CGO and Growth Team to develop proposals and scope engagements
• Maintain a clean, disciplined CRM, including pipeline hygiene, data and tracking
• Adherence to our EOS processes, Goals (rocks), Scorecards and Metrics. These are seen as the backbone that ensures relational output is driving things in the proper strategic direction and produces real and tangible/measurable results
• Navigate multi-stakeholder nonprofit buying processes with patience and strategic awareness, maintaining a relational approach
• Participate in a regular departmental and 1:1 meetings to sync and align on target accounts, content in motion, and outreach cadence
• Provide Marketing, Sales, and Client Services regular feedback on what's resonating in conversations. This is a two-way relationship between our Sales/Growth Team and the Client Services Team
• Use our shared resources and tools to track account engagement signals and time outreach accordingly
• NIO Summit, NIC, external conferences, and speaking engagements generate meaningful relationship capital. This role has the responsibility to capture it and identify new opportunities, and carry relationships forward through a disciplined handoff process
• You'll attend key events and represent NextAfter with the depth and credibility our values, mission, and brand demands

Requirements:

• Comfort with account-based sales motions = You know how to work an account over time, not just close a transaction in record times
• Strong CRM discipline = You log everything, you trust the data, and you hate losing deals because of poor follow-up (lack of follow-up is not an option in your world)
• Clear and confident written and verbal communicator = You can write a compelling outreach email and run a nuanced discovery call
• Familiarity with digital marketing concepts (email, paid media, content) at a level where you can speak credibly to nonprofit Executives
• Experience selling to Executives in the nonprofit sector
• Familiarity with fundraising, donor acquisition, or digital fundraising programs
• Experience building or iterating on a sales processes
• 3–6 years of B2B sales experience, ideally in professional services, consulting, or agency environments - Nonprofit experience preferred
• Demonstrable experience selling to senior-level Executives and Key Contacts = You can hold a strategic conversation, not just pitch features and benefits of a SaaS product
• Experience and proficiency in Google suite
• Knowledge and capability in Hubspot
• You must buy into the mission behind the mission
• You lead with curiosity and humility
• You're a builder not just an executer
• You're honest even when it is uncomfortable
• You value the gain more than the gap