Director of Installed Base Sales, Bonterra

• The ideal candidate will bring a proven track record of exceeding revenue targets in a SaaS environment, deep experience in sales leadership, and a passion for developing talent at all levels
• 5+ years of experience in B2B sales, with 2+ years in a sales leadership role (Director level or above preferred)
• Proven track record of exceeding team quotas in a SaaS or technology sales environment
• Exceptional coaching, communication, and leadership skills
• Deep understanding of sales performance metrics, pipeline management, and forecasting methodologies
• Proficiency in Salesforce and other sales productivity and analytics tools
• Comfortable operating in a fast-paced, dynamic environment with evolving priorities

Desirable

• Bonterra is seeking a strategic and results-driven Director of Sales to lead a team of Account Executives focused on our Fundraising & Engagement installed-base business unit
• This leader will be responsible for accelerating revenue growth, advancing go-to-market strategies, and building a high-performance sales organization that thrives on coaching, accountability, and customer impact
• This role requires strong cross-functional collaboration, a metrics- and outcomes-driven mindset, and the ability to drive strategic initiatives from vision to execution
• Own revenue performance and sales strategy for the Fundraising and Engagement Installed Base
• Drive accountability and AE discipline for approach and achievement of sales goals, pipeline health, and key performance metrics
• Lead, mentor, and develop a team of Account Executives, ensuring they meet or exceed sales targets
• Ensure a disciplined approach to prospecting by coaching teams on outbound strategies and pipeline generation
• Foster a collaborative, high-energy sales culture that prioritizes learning, execution, and customer engagement
• Implement structured coaching programs focused on pipeline management, negotiation, and closing strategies – using the Bonterra sales framework
• Conduct regular deal reviews, performance check-ins, and enablement sessions to improve execution across the funnel
• Partner with Revenue Enablement to ensure continuous improvement in sales readiness and selling skills
• Translate company growth objectives into actionable sales strategies aligned with target customer profiles and solution areas
• Leverage data to drive decision-making, identify performance gaps, and iterate on sales plays and messaging
• Promote a disciplined approach to outbound prospecting, pipeline generation, and velocity through the funnel
• The selected candidate will view this team as their own business: taking accountability for creating proactive strategies, collaborating with cross-functional Bonterra teams for go-to-market – and successful execution of outbound motions
• Work closely with Marketing, BDR, Customer Success, and Product to align on demand generation, customer engagement, and feedback loops
• Provide voice-of-customer and market insights to inform product development and GTM strategy
• Partner with senior sales leadership to refine segmentation, territory planning, and resource allocation

• End Date: May 9, 2025