Vice President of Sales, Non-Profit
Blackbaud’s Non-Profit Vertical (NPV) is our largest, most mission critical market. We are seeking a proven, enterprise sales executive to lead national go to market execution, accelerate new bookings, expand share of wallet, and champion a seamless end to end customer experience in partnership with Product Development, Professional Services, strategic Partners, and Customer Success. As a third line leader, you’ll set direction, develop leaders of leaders, and drive disciplined, data backed sales operations that scale.
What you'll do:
Own national bookings and growth outcomes for the Non-Profit Vertical; set strategy, targets, and quarterly operating plans aligned to company goals.
Drive a balanced mix of new logo acquisition, expansion, and cross sell motions; ensure pipeline mix supports quarterly/annual targets.
Partner with Marketing to orchestrate vertical demand programs and ensure ≥3x pipeline coverage at the org level, with quality thresholds by segment.
Institutionalize a rigorous weekly/quarterly cadence for pipeline reviews, forecast calls, deal inspection, stage progression, and risk removal.
Champion data discipline in Salesforce, Clari, and Gong; establish forecast accuracy guardrails and coaching standards that improve win rate and cycle time.
Lead and develop 3 direct reports (directors/GMs) and 12 managers across enterprise and commercial teams; attract, grow, and retain diverse top talent.
Build manager excellence: hiring profiles, onboarding programs, coaching frameworks, performance accountability, and succession planning.
Foster a culture of mission alignment, customer centricity, and high performance grounded in clarity, consistency, and accountability.
Product Development: Provide structured “voice of customer” feedback to inform roadmaps, packaging, and prioritization; align GTM with release cycles.
Professional Services: Co design delivery strategies for complex pursuits; ensure solution integrity, scoping accuracy, and time to value.
Partners: Expand and operationalize ISV and implementation partner co sell/co deliver motions; establish joint targets and partner success criteria.
Customer Success: Align post sale health plans; drive GRR/NRR outcomes via proactive success plays, expansion hypotheses, and executive engagement.
Represent Blackbaud in the non-profit community (conferences, panels, thought leadership); elevate Blackbaud’s category narrative and impact story.
Monitor vertical trends (fundraising, engagement, digital transformation, financial stewardship) and translate insights into sales plays and enablement.
Ensure adherence to pricing, packaging, deal desk policies, and approval workflows; balance speed with compliance and margin integrity.
Partner with Finance on planning, pacing, and scenario management; instrument leading indicators and course correct rapidly.
What you'll bring:
15+ years enterprise software/SaaS sales experience with 8+ years multi-level leadership (managing managers and directors) in complex, consultative selling.
Demonstrated success leading national, multi segment sales organizations (enterprise & commercial) with consistent bookings and growth outcomes.
Deep familiarity with the non profit sector and large, committee based buying cycles; credibility with C suite and boards of non profit institutions.
Operational mastery of modern sales systems (Salesforce, Clari, Gong) and data driven management.
Track record of building high performing leadership teams; proven ability to recruit, develop, and retain diverse talent.
Strong cross functional acumen—product, services, finance, marketing, and customer success—grounded in customer outcomes.
Preferred: Knowledge of Blackbaud’s portfolio (fundraising, digital engagement, financial solutions) and partner ecosystems.
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Blackbaud is a digital-first company which embraces a flexible remote or hybrid work culture. Blackbaud supports hiring and career development for all roles from the location you are in today!
Blackbaud is proud to be an equal opportunity employer and is committed to maintaining an inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.
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