We're hiring a Manager, Nonprofit Direct Sales - Mid-Market/SMB to help lead one of our largest, most established verticals. You're stepping into a business that's already working - a team of 4-6 AEs, a strong customer base, and real market presence. The job is to raise the ceiling, not build the floor.
This is a role with meaningful management responsibility from day one. You'll personally step in to lead a team that needs development, structure, and a sharp commercial hand. The vertical has scale. What it needs now is a leader who can professionalize the revenue motion and compound on what's already been built.
You'll work directly with our co-founders, product, and marketing to define Windfall's Nonprofit strategy - where we expand, how we deepen with existing customers, and what we build next. The nonprofit buyer lives in development offices, major gift teams, and the C-suite of some of the largest institutions in the country. You need to know that world.
Responsibilities:- Team leadership: Manage, coach, and develop a team of ~5 AEs. You're setting the performance standard, building the operating cadence, and creating the conditions for reps to perform at their ceiling.
- Revenue accountability: Own the Nonprofit success - new bookings, retention, and expansion across Windfall's largest vertical. This is a revenue leadership role, not a general management one.
- Cross-functional influence: Translate nonprofit market dynamics into product feedback, competitive positioning, and partnership priorities. You're Windfall's most informed voice on the development and major gifts ecosystem.
- Team buildout: Over time, scale the team to match the vertical's full potential - adding headcount, refining segmentation, and building toward a fully self-sustaining nonprofit business.
- Sales motion refinement: New-logos are a strategic priority to Windfall - this team (and role) are the tip of the new-logo spear, and you will work closely with seasoned Nonprofit sales management to define a cohesive strategy across the full nonprofit org.
Requirements:- Bachelor's Degree
- 5+ years of B2B SaaS sales experience, with a track record of closing and expanding complex, multi-stakeholder deals
- 2+ years of sales leadership experience - you've managed a team of meaningful size, not just been a lead AE with a title
- Deep fluency in the nonprofit sector - whether you've sold into development offices or worked inside one, you understand the major gift lifecycle, donor segmentation, and how fundraising decisions get made
- Familiarity with the nonprofit tech ecosystem (donor management platforms, wealth screening, prospect research) is a strong signal
- You know how to inherit a team and make it better - you establish trust quickly, raise the bar without burning the culture, and develop reps rather than just manage them
- You're commercially sharp: you think in pipeline, conversion rates, and revenue outcomes, not just relationship metrics
- Based in or willing to relocate to San Francisco
Additional Information:The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across California. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. We also offer a comprehensive benefits package, which you can explore on our careers site
Compensation range:
$260,000 - $300,000 a year
