Virtuous Careers

Business Development Manager

Position Summary

Virtuous is looking for a motivated, and purposeful sales or marketing professional with experience in nonprofit management, fundraising or tech to join our growing Sales Development team.

As the first Manager of Business Development, you’ll help develop and scale our team of SDRs and BDRs and grow our inbound/outbound sales team. The primary focus of the role will be creating new meetings for sales. You’ll stand in the gap between Marketing and Sales to ensure every effort is taken to maximize the amount of sales meetings we are able to book, and ensure no lead is left behind. You’ll also use your creativity and outbound skills to create outbound campaigns leveraging resources from our partners, our existing content and current database of names. Your main goal will be to increase the number of “Sales Accepted Leads” that are created for sales.

You’ll be responsible for leading and coaching a team of SDRs. This will include daily coaching around strategy, execution, and reaching daily activity goals. It will include listening to calls, reviewing emails and optimizing our chat channels. You’ll focus on operational excellence and ensure that the systems we use (Hubspot) are optimized to ensure maximum productivity from the team, reviewing and testing our systems and strategies weekly to ensure we are putting our best foot forward.

You’ll report to the CRO and partner with the Marketing team on three (3) primary focus areas: team management and coaching, creating of “Sales Accepted Leads” which are qualified meetings for sales, and operational excellence.


  • Use your skills and talents to coach and lead a team to help generate more Sales Accepted Leads (SALS) for Virtuous
  • Individually contribute to campaigns and use your skills to test and optimize outbound strategies. We want someone who isn’t afraid to “do” with the team. We need someone to lead by example and by first hand experience.
  • Partner with marketing and our community team to find and create opportunities to leverage for outbound campaigns (partner webinars, events, etc.)
  • Learn about the nonprofit fundraising space and quickly become an expert on the common software needs and pain points of nonprofit organizations
  • Help your team build a pipeline of new sales SALs through contacting warm leads (inbound through Hubspot)
  • Attend trade shows to help increase awareness of our brand
  • Provide prospect feedback to Virtuous executives and/or product team
  • Plan, manage, and lead sales activation events with partners in regional areas that gather prospects and customers
  • Embody and uphold Virtuous culture both internally and externally

Operational Excellence

  • Ensure we are maximizing the tools we are using to increase productivity for the team
  • Manage and grow our online chat presence and create tools for easy online engagement
  • Update and manage “sequences” and our messaging within Hubspot so every call, email and touch point is highly curated, varied and up-to-date
  • Work with marketing to ensure lead flow is optimized in Hubspot and that we have a plan and strategy for every single lead.
  • Responsible for weekly reporting and monitoring of team activity levels, progress against “SALs”, and overall effectiveness of out outbound engagement (conversion rate, opens/clicks, meetings)

Team Management

  • Daily coaching of outbound and SDR team
  • Weekly reviews to review progress, professional development and goals
  • Hire and grow team as needed


  • 3+ years working with nonprofits and/or SaaS, and 3+ years experience in partnerships, sales, or similar field
  • Experience managing a team or training SDRs to produce meetings and opportunities
  • A creative mindset with a willingness to push beyond defined constraints to expose unseen opportunities for business development
  • A Hunter at heart, but one who does so with empathy
  • Know all data has a story and you have a knack for teasing this out and presenting it in a concise way.
  • Bachelor’s Degree or equivalent
  • Willingness to travel as needed (up to 25%)
  • Relentless and competitive against external sources, but a team player internally
  • A passion for helping nonprofits and a desire to truly understand what makes a nonprofit tick
  • Ability to take your work seriously without taking yourself too seriously
  • The ability to thrive in a fast-paced environment


You get things done
At Virtuous, we’re doers. We don’t invest time on over-planning or creating decks. We just do. You follow through on every request, no matter how big or small. You keep your cool under pressure and know how to prioritize your responsibilities. And when you need help, you’re not afraid to ask.

You’re generous and a true partner
You listen first and with intent to understand. You’re humble, operate with poise, dignity, and reliability. You can articulate your vision clearly both verbally and in writing. You’re transparent and keep everyone in the know so the job gets done efficiently and effectively. You seek to find common ground and collective value amongst various stakeholders.

You’re agile and a problem solver
You know how to articulate and roll out plans, recognizing there are many solutions to the same problem. You use every opportunity to learn, especially when things fail. You find new and effective ways to streamline and create processes to increase efficiency.

You’re embarrassingly organized
You live by to-dos and timelines. You can handle and prioritize multiple projects and threads at once. You can turn any meeting or email thread into actionable items. You’re known for moving things forward.

You have a team ethos
You thrive in a creative, fast-paced startup environment, with people who are passionate about their work. You’re excited to work cross-functionally with other teams and enjoy bringing people together to achieve a goal. People enjoy working with you because they know they can trust you.