Requirements
- 5+ years managing AEs in B2B SaaS, with meaningful experience across both mid-market and enterprise segments
- Experience building or significantly evolving an upmarket sales motion, not just running an inherited book
- Proven ability to manage outbound pipeline generation while also converting inbound demand
- Track record of consistent team quota attainment across multiple quarters
- Fluency in multi-stakeholder deal cycles: navigating procurement, legal review, security questionnaires, and budget approval processes
- Strong operational instincts: pipeline math, territory modeling, capacity planning, and data-driven coaching
- Coach-first leadership: develops talent, creates accountability, and raises the floor while pushing the ceiling
- Excellent communicator who can credibly engage nonprofit executives, board members, and internal leadership alike
- Startup-tested: thrives with ambiguity, builds process without waiting for permission, and knows when to move fast versus when to be methodical
Nice to Have
- Experience selling into nonprofits, government-funded organizations, higher education, healthcare systems, or mission-driven buyers
- Familiarity with grant management, fund accounting, or federal compliance frameworks (2 CFR Part 200, OMB Uniform Guidance)
- Experience with HubSpot CRM and modern RevOps tooling
- Background selling multi-product platforms where land-and-expand is a core GTM motion
- Experience with RFP responses or government procurement (SAM.gov, cooperative purchasing agreements)
