Director, New Logo & Expansion

Bonterra•Remote-US-Indiana, IN

10d•Remote

About The Position

The Director, New Logo & Expansion is a dual-mandate revenue leader responsible for acquiring net new customers and driving growth within Bonterra’s Strategic accounts. This role leads a combined team of four Account Executives and three Account Managers, and requires a leader who can build high-performing sales and success teams, create systems that drive predictable pipeline and growth, and serve as a strategic partner across the organization. Reporting to the VP of Strategic Accounts, this role is essential to the growth of the Fundraising Experiences business unit.

Requirements

4–6 years in a revenue leadership role spanning Sales, Install Base Growth, or a combined new business and expansion function in SaaS or nonprofit technology.
Demonstrated success leading both quota-carrying AE teams and account management or customer success teams, with a proven track record hitting growth targets across both motions.
Experience managing the full revenue lifecycle: pipeline generation, deal execution, onboarding handoff, adoption, and renewal/expansion.
Hands-on Salesforce experience
Data-driven and a strong communicator—able to design scalable operating models and translate strategy into team-level execution with executive stakeholders and cross-functional partners.

Nice To Haves

familiarity with AI-assisted sales and CS workflows is a strong plus.

Responsibilities

Lead and coach a team of Account Executives focused on closing net new business across the Fundraising Experiences portfolio.
Own the new logo pipeline: set targets, manage forecast accuracy, and build a repeatable outbound motion to drive new opportunities, including collaboration with existing and new partner relationships.
Coach AEs through complex, multi-stakeholder sales cycles, focusing on Enterprise-sized deals—from qualification through proposal, negotiation, and close—and enforce deal qualification standards and handoff protocols.
Drive consistent execution of sales methodology through call reviews, deal coaching, and pipeline inspections.
Lead a team of Account Managers responsible for growing and retaining Strategic accounts through upsell, cross-sell, and adoption-driven expansion.
Drive YoY processing volume growth and build cross-sell penetration across Bonterra’s product portfolio.
Ensure consistent execution of Mutual Success Plans across eligible accounts, maintaining account tiering discipline and an expansion opportunity pipeline supporting net new ARR.
Coach Account Managers to lead growth conversations with confidence—connecting customer outcomes to commercial opportunity.
Manage and develop a combined team of seven.
Own capacity planning, account load standards, and role-specific performance frameworks.
Set clear priorities, build processes and workflows, and foster a culture of accountability, coaching, and collaboration between the new business and expansion functions.
Partner with VP of Strategic Accounts and Revenue Operations to build growth infrastructure: Account Plans, Mutual Success Plans, Growth CTAs, and KPI dashboards.
Define requirements for AI-powered account research and deal coaching tooling.
Ensure Salesforce data standards support reliable Opportunity workflows, pipeline reporting, and comp tracking across both AE and AM motions.
Serve as a revenue liaison across Sales, Services, Marketing, and Product—aligning new logo acquisition with expansion strategy.
Own the monthly and quarterly growth metrics narrative for senior leadership, covering both new logo and expansion performance.