Nonprofit Direct Sales Manager

Windfall; San Francisco (CA); Hybrid; USD 140,000 - 200,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Retirement benefits

Commuter benefits

Paid time off

Paid sick days

Paid parental leave

Floating holidays

Stock options

Fully-stocked kitchen

Pet-friendly office

Remote-enabled

Job summary

Windfall is seeking a Manager, Nonprofit Direct Sales - Mid-Market/SMB in San Francisco. You will lead a small but growing team of AEs, drive the nonprofit revenue motion, and shape strategy with co-founders, product, and marketing.

You’ll manage a high-potential vertical, close and expand multi-stakeholder deals, and build scalable processes to elevate performance while aligning with Windfall’s mission and values.

Qualifications

• 2+ years of sales leadership experience managing a sizable team.
• 5+ years of B2B SaaS sales with closing and expansion in complex deals.
• Familiarity with the nonprofit tech ecosystem (donor platforms, wealth screening).
• Commercially sharp with focus on pipeline, conversion, and revenue outcomes.
• Based in or willing to relocate to San Francisco.

Responsibilities

• Lead, coach, and develop a team of ~5 AEs; set performance standards and cadence.
• Own nonprofit revenue: bookings, retention, and expansion for Windfall's vertical.
• Translate nonprofit market dynamics into product feedback and partnerships.
• Scale the team and refine segmentation to reach full vertical potential.
• Refine the sales motion for new logos and cross-functional alignment.

Skills

Sales leadership

B2B SaaS sales

Nonprofit sector fluency

Pipeline management

Team development

Education

Bachelor's Degree

Job description

• We’re hiring a Manager, Nonprofit Direct Sales - Mid-Market/SMB to help lead one of our largest, most established verticals. You’re stepping into a business that’s already working - a team of 4-6 AEs, a strong customer base, and real market presence. The job is to raise the ceiling, not build the floor
• This is a role with meaningful management responsibility from day one. You’ll personally step in to lead a team that needs development, structure, and a sharp commercial hand. The vertical has scale. What it needs now is a leader who can professionalize the revenue motion and compound on what’s already been built
• You’ll work directly with our co-founders, product, and marketing to define Windfall’s Nonprofit strategy - where we expand, how we deepen with existing customers, and what we build next. The nonprofit buyer lives in development offices, major gift teams, and the C-suite of some of the largest institutions in the country. You need to know that world
• We’re on a mission to change how organizations perceive and use people data. And we hold true to our core values of: (1) Be an excellent communicator; (2) Operate with transparency; (3) Provide leverage, not optimization; (4) Win When Our Customers Win; and (5) Act with integrity and trust
• Team leadership: Manage, coach, and develop a team of ~5 AEs. You’re setting the performance standard, building the operating cadence, and creating the conditions for reps to perform at their ceiling
• Revenue accountability: Own the Nonprofit success - new bookings, retention, and expansion across Windfall’s largest vertical. This is a revenue leadership role, not a general management one
• Cross-functional influence: Translate nonprofit market dynamics into product feedback, competitive positioning, and partnership priorities. You’re Windfall’s most informed voice on the development and major gifts ecosystem
• Team buildout: Over time, scale the team to match the vertical’s full potential — adding headcount, refining segmentation, and building toward a fully self-sustaining nonprofit business
• Sales motion refinement: New-logos are a strategic priority to Windfall - this team (and role) are the tip of the new-logo spear, and you will work closely with seasoned Nonprofit sales management to define a cohesive strategy across the full nonprofit org

Benefits

• Medical, dental, and vision
• Retirement benefits
• Commuter benefits
• Long-term disability and life
• Paid time off
• Paid sick and volunteer days
• Paid parental leave
• Floating holidays
• Stock options
• Fully-stocked kitchen
• Pet-friendly office
• Remote-enabled

Requirements

• 2+ years of sales leadership experience — you’ve managed a team of meaningful size, not just been a lead AE with a title5+ years of B2B SaaS sales experience, with a track record of closing and expanding complex, multi-stakeholder dealsFamiliarity with the nonprofit tech ecosystem (donor management platforms, wealth screening, prospect research) is a strong signalYou’re commercially sharp: you think in pipeline, conversion rates, and revenue outcomes, not just relationship metricsBachelor’s DegreeDeep fluency in the nonprofit sector — whether you’ve sold into development offices or worked inside one, you understand the major gift lifecycle, donor segmentation, and how fundraising decisions get madeYou know how to inherit a team and make it better — you establish trust quickly, raise the bar without burning the culture, and develop reps rather than just manage themBased in or willing to relocate to San Francisco