Sales Development Representative

Doist; Phoenix (AZ); On-site; USD 60,000 - 90,000; Full time

Benefits offered by this job

401(k) retirement plan with company 50

Unlimited PTO

Volunteer days

Healthcare benefits

Company outings

Job summary

Virtuous seeks a proactive non profit Sales Development Representative to manage a named account list, engage multiple departments within target nonprofits, and drive pipeline generation. You will qualify inbound leads, conduct ROI evaluations with decision makers, and hand off qualified accounts to Account Executives.

You will partner with marketing to design personalized outreach and plays, execute outbound outreach, and maintain a rigorous follow‑up process.

Qualifications

• 3+ years of sales or marketing experience (to or within nonprofit organizations preferred)
• Excellent written and verbal communication skills
• Familiarity working within HubSpot CRM and B2B contexts
• Understanding of nonprofit sector, fundraising, and donor relationship management
• Strong ability to research accounts and outreach through email, video, and phone

Responsibilities

• Field inbound sales leads and outbound outreach to target nonprofit accounts
• Qualify calls and conduct ROI evaluations with high‑level decision makers
• Maintain and document accurate sales processes in HubSpot
• Collaborate with marketing and field teams to design outreach plays
• Meet weekly/monthly activity goals and quarterly quotas
• Support field marketing activities and attendance at relevant events

Skills

Sales experience

Communication skills

Relationship building

HubSpot familiarity

Tools

HubSpot CRM

Job description

About Us

Virtuous is on a mission to inspire global generosity by helping nonprofits build better relationships with their donors. We offer a modern software platform that provides mid‑size charities with elegant tools for fundraising, marketing, volunteerism, and online giving.

Our talented team is driven to disrupt the status quo in the nonprofit sector. We are hungry, humble, and committed to delivering best-class software solutions, customer success interactions, and sales experiences to the world’s leading nonprofits.

We also recognize the importance of giving back and making a difference in the communities where we live and work. That’s why we practice radical generosity by volunteering at nonprofits or going the extra mile for our team and the customers we serve. We take our work seriously, but we don’t take ourselves too seriously. We believe that life is too short not to love what you do.

The ideal candidate for Virtuous embodies our values by:

• Asking questions with a spirit of curiosity
• Giving feedback freely with candor & grace, welcoming it in return
• Displaying a passion for philanthropy and technology
• Serving with joy
• Everyone is willing to make the coffee!
• Celebrating the wins & milestones of others
• Assuming good intent & demonstrating trust in others
• Pursuing relationships with people different from themselves & creates space to be human

Find our core values & more here.

Position Summary

You’ll be responsible for a named account list of nonprofit organizations we seek to partner with. You’ll spend your days engaging with multiple departments within target organizations to generate pipeline, facilitate qualifying calls and conduct ROI evaluations with key decision makers, and execute a seamless handoff of qualified accounts to Account Executives.

In addition to daily account development and fielding inbound leads, you’ll partner with marketing and sales to design and execute individualized outreach emails and plays that engage your assigned accounts. Nonprofit Sales Development Reps are a critical part of our growth plan and essential as we rapidly increase the number of nonprofits we serve. You’ll report to the NDR Manager and focus on three primary areas to generate pipeline: target account research, outbound account development and engagement, and inbound account qualification and booking.

Responsibilities

• Fielding inbound sales leads including demo requests, in-market intent leads, and brand event leads
• Using multiple channels and tactics to maintain a high volume of outbound outreach activities each day to multiple stakeholders within assigned nonprofit organizations
• Using strategy and creativity to reach key decision makers within provided target accounts
• Facilitating qualifying calls and conducting ROI evaluations with high‑level key decision makers
• Systematically qualifying, building, and managing an accurate sales process within HubSpot (our CRM platform)
• Consistently practicing data hygiene within HubSpot which includes clearing tasks, creating new tasks when needed, and documenting detailed notes of each call/interaction with your account
• Becoming an expert in responsive fundraising to ensure you’re equipped to ask insightful questions, overcome challenges, and understand the complex needs of each organization
• Consistently meeting quarterly quotas through a proactive approach to growth, and implementing feedback
• Working closely with commercial and enterprise account executives to efficiently and effectively move quality leads through deal stages
• Meeting weekly and monthly activity goals (Example: 100+ calls per week, 150+ emails per week, 25+ meetings per month, etc.)

Field Marketing - 15%

• Source target accounts to activate for marketing activities, such as education webinars and conferences, and map out strategic ways to drive engagement across your accounts
• Manage promotion activities to your target accounts surrounding field marketing activities
• Work closely with account executives to strategically work accounts at field events
• Provide detailed reports on the status and ROI of field marketing activities
• Document and share lead/customer intelligence with the sales team
• Attend relevant trade shows, events, and conference (travel required)

You Must Have

• 3+ years of sales or marketing experience (to or within nonprofit organizations preferred)
• Positive attitude, extremely flexible, and committed drive to build relationships
• Familiarity working within HubSpot
• Excellent communication skills — clear, effective, & persuasive written and verbal skills
• Experience working within B2B tech industry (preferred)
• Understanding of CRM functionality and ability to talk technically around customer/donor relationship management
• Understanding of the nonprofit sector, fundraising, and donor relationship management
• Interest in a fast‑paced environment, focused on account research and outreach through email, video, and phone
• Outgoing attitude and proven ability to build rapport quickly with new people — in writing, in‑person, and by phone
• Excellent interpersonal skills; a team player in a fast‑paced, ever changing, and exciting environment
• Disciplined and highly organized self‑starter who’s coachable and not afraid to ask questions and dive in
• Results‑oriented mindset — experience/consistent performance in a deadline‑oriented environment
• Excellent time‑management and prioritization skills

What We Offer

• Market competitive pay leveraging Carta data
• Employee recognition through Bonusly (birthdays, anniversaries, achievements, etc.)
• 401(k) retirement plan with company matching- 50% match up to 6% of compensation after 90 days
• We value our employee’s work‑life balance and encourage taking advantage of Unlimited PTO
• Supportive time off including paid volunteer days and company holidays
• Employer‑contributed healthcare benefits, encompassing medical, dental, and vision coverage, with plans available for dependents and choices for Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA)
• 12 weeks primary parent leave, 4 weeks secondary parent leave - full pay (adoption as well)
• We pride ourselves on Community and host exciting company outings and events