Director - Sales (NP)

Coastal; United States; Hybrid; USD 120,000 - 200,000; Full time

Benefits offered by this job

Flexible hours

Remote-friendly work

401K with company match

Medical, Vision, Dental coverage

Bonus opportunities

Job summary

Coastal is seeking a Director - Sales (Nonprofit focus) to drive growth by building and maintaining relationships with national and regional nonprofits. You will collaborate with our Business Development and Delivery teams throughout the sales cycle and leverage Salesforce expertise to win new logos.

You will engage executive leaders, develop territory plans, and lead discovery conversations that map nonprofit goals to Salesforce solutions such as Nonprofit Cloud and Grant Management.

Qualifications

• Minimum 5+ years in Salesforce delivery or similar, with sales experience.
• Proven ability to grow a nonprofit client base and close opportunities.
• Strong understanding of nonprofit governance and fundraising cycles.
• Excellent communication and presentation skills.

Responsibilities

• Engage executive leaders at national nonprofits to win new logos.
• Create territory plans and collaborate with BDR team to hit quotas.
• Identify opportunities through outbound outreach and industry networking.
• Lead discovery conversations aligning Salesforce products with client goals.
• Mentor junior Business Development staff and coordinate with delivery teams.

Skills

Sales leadership

Sales cycle management

Nonprofit sector knowledge

Relationship building

Salesforce Delivery

Education

Bachelor's degree

Tools

Salesforce

ZoomInfo

LinkedIn

Job description

We are looking for a Director - Sales (Nonprofit focus) to help us support our continued growth within the social impact sector. This person will be responsible for building and maintaining relationships with both current and prospective clients while collaborating with our Business Development and Delivery teams throughout the sales cycle. We're looking for candidates that have exposure to the Salesforce delivery process (Hands-on Delivery experience as a Salesforce consultant highly preferred!) that are able to build trust quickly with our clients.

Role Responsibilities:

• Engage with executive-level leaders at national and regional nonprofits to grow our customer base and win business with "new logo" accounts.
• Create detailed business and territory plans to facilitate the attainment of annual goals and quotas, working alongside our BDR team
• Personally unearth new opportunities through outbound outreach and industry networking (e.g., Dreamforce, NTC/NTEN) to turn prospects into long-term mission partners.
• Manage the entire customer relationship lifecycle from from finding a prospect to securing a business contract to helping our delivery team successful complete the project
• Lead compelling discovery conversations that uncover a nonprofit's programmatic goals, fundraising hurdles, and constituent engagement objectives.
• Present Salesforce products (including Nonprofit Cloud and Grant Management) that align directly with the organization's theory of change and strategic plan.
• Provide professional after-sales support to enhance the relationships and customers' dedication and long term success.
• Maintain best in class forecasting and pipeline management practices to ensure leadership visibility into the health of your business.
• Mentor and grow junior Business Development resources, provide oversight and support for Business Development team
• Engage with Salesforce Nonprofit/HED RVPs and AEs to drive co-prime opportunities and become a trusted partner within the Salesforce.org ecosystem.
• Partner with Coastal Business Unit Leadership throughout the sales process in order to align business development efforts with project delivery.
• Work with your team to create estimates and SOWs that account for nonprofit budget constraints, grant-dependent timelines, and specific compliance requirements.
• Create and deliver SOWs in line with the Coastal methodology accounting for project scope and objectives, requirements, professional fees, and project specific assumptions.
• Travel as needed to support the sales cycles to close business

Experience/Skills Required:

• 5+ years proven expertise as a Salesforce Delivery Consultant or similar role, and interest in applying your delivery expertise in Sales.
• 5+ years of Sales experience is ideal, but will consider candidates with less sales experience who exhibit a strong desire and enthusiasm for sales.
• Proven Portfolio Growth - you will be responsible to Grow our Coastal customer base across the nonprofit landscape
• Experience in the Salesforce Ecosystem
• Ability to take ownership and responsibility for, and actively drive sales pursuits.
• Commitment to building long term relationships with customers and winning business through trusted relationships
• Consultative mindset with an understanding of nonprofit governance, board relations, and fundraising cycles.
• Understanding of and relationships within the Salesforce portfolio along with newly acquired solutions such as Mulesoft, Tableau, Slack, etc.
• Excellent communication, preparation, strategy, presentation and execution skills
• Ability to "project manage" a sales cycle by leading collaboratively and working with other key internal groups - pre-sales, delivery, SMEs and Industry Professionals
• Organizational skills with a detail-oriented approach to complex grant or RFP (Request for Proposal) processes.
• Enthusiastic and passionate
• Experience with Technology: Salesforce, Zoominfo, LinkedIn
• Must have full-time permanent US work authorization
• Note - Determination of Senior will be based upon the candidate's previous relevant experience and depth of skills, and will be determined through our skills interview process

Additional Preferred Experience/Skills:

• Bachelor's Degree preferred, or equivalent experience
• Experience as a Salesforce Consultant, preferably at an implementation partner

Why Coastal, and what we offer:

• Flexible working hours with an emphasis on a life-work balance (in that order!)
• Remote flexible work; plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
• Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
• Competitive quarterly bonus opportunities
• Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
• A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork