Sales and Business Development Manager (Outbound)

Jonas Software

13d

About The Position

Driving sustainable revenue growth by identifying, engaging, and converting prospective customers into confident empowOR users through disciplined outbound sales processes, relationship-building, and a deep understanding of nonprofit needs. This role is responsible for securing new customers and hitting revenue targets through a systematic, relationship-driven outbound sales process.

Requirements

Deep knowledge of the nonprofit sector, including funding structures, data reporting requirements, and common operational pain points
Highly disciplined, self-directed, and organized; able to work independently and manage a full sales pipeline without close supervision
Exceptional relationship-building and active listening skills
Strong written and verbal communication skills; able to craft compelling, audience-specific messaging
Experience with CRM tools and sales pipeline management
Comfortable conducting software demonstrations and translating technical features into practical value for non-technical audiences

Responsibilities

Establish and execute a disciplined outbound sales process
Develop and document a repeatable, systematic outbound prospecting process in collaboration with the VP and CEO
Build and maintain a healthy sales pipeline; actively move prospects through each stage
Track key sales metrics including outreach volume, time to close, and conversion rates
Focus initial prospecting efforts on the approximately 1,000 Community Action Agencies nationwide as the primary target market, with a systematic approach to working through this bounded universe of prospects
Identify and research additional target markets and customer segments beyond the core CAA focus, including other nonprofit networks (e.g., Family Resource Centers, United Ways, Catholic Charities)
Monitor and report on revenue metrics and progress toward targets; assist VP in setting revenue goals
Define and communicate empowOR's value proposition
Partner with the executive team to refine the value proposition, pitch components, and messaging for target audiences
Create "pieces of value" — articles, checklists, presentations, case studies — that support outbound outreach and build credibility with prospects
Develop audience-specific approaches and messaging for different nonprofit customer types
Stay current on product features and enhancements to accurately represent empowOR's capabilities
Build relationships with prospective customers and conduct effective discovery
Lead all pre-demo meetings, conducting in-depth discovery conversations to understand prospect pain points, data needs, and agency goals
Match prospect needs to relevant empowOR features and develop tailored demonstration plans
Conduct software demonstrations or coordinate with appropriate team members to do so
Develop and deliver accurate quotes in coordination with Sales and Admin Coordinator
Complete handoff briefing forms to ensure a seamless transition to the customer experience team at close