Senior Manager, Sales
Bonterra
Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com.
We are seeking a strategic and people-focused Senior Sales Manager to lead a team of Account Executives (AEs) focused on new logo acquisition within our Bonterra Nonprofit Solutions group, with a primary emphasis on our case management solution. This individual will coach, enable, and scale a high-performing team responsible for helping mission-driven organizations reimagine their operations through a modern, outcomes-focused partnership with Bonterra. This role will report to the VP of Sales and play a critical role in developing a culture of accountability, value-based selling, and inclusive growth — empowering our sellers to win, and our customers to thrive.
At Bonterra, we believe in doing well by doing good. You’ll join a mission-first team of high-integrity professionals who care deeply about our customers, our teammates, and the communities we serve. As a sales leader, you’ll shape not only revenue outcomes — but also the culture and values of a team dedicated to helping nonprofits increase their impact.
Key Responsibilities:
Team Leadership & Coaching
Inspire, coach, and develop a team of AEs selling to nonprofit organizations with complex, consensus-driven buying processes.
Coach team members on value-based, solution-focused selling approaches grounded in customer needs.
Review calls (Gong), pipeline, and account plans to guide reps on execution, deal strategy, and forecast accuracy.
Sales Strategy & Execution
Drive execution of Bonterra’s sales playbook, including multi-threaded stakeholder engagement, discovery-led qualification, and strategic use of champions.
Collaborate with Marketing, Sales Enablement, Sales Operations, Business Development (BDRs), Solutions Engineering, and Customer Success to drive scalable, efficient sales processes for your reps, and positive outcomes for our customers.
Partner with the VP of Sales and other leaders to contribute to territory design, operational planning, and revenue achievement.
Pipeline & Forecasting
Maintain consistent pipeline coverage through strategic coaching on outbound prospecting and account planning.
Ensure weekly pipeline hygiene and forecast accuracy using Salesforce and Gong.
Mission-Aligned Sales
Train sellers to position Bonterra as a holistic partner — not a vendor — by articulating long-term value across impact, reporting, compliance, and organizational sustainability.
Align sales conversations with sector-specific needs and ensure reps are leveraging the latest messages and assets.
Preferred Experience:
3+ years of experience directly managing B2B SaaS sales teams. Ideally possessing experience serving NPOs.
Track record of exceeding team quota, successfully onboarding new sales talent, improving rep performance, and building inclusive team cultures.
Proven ability to navigate enterprise sales cycles: discovery, MEDDPICC qualification, champion development, proposal framing, and negotiation.
Experience leveraging AI-powered tools (e.g., Gong, Agentic Sales Assistants, ChatGPT) to drive sales efficiency, enhance coaching, and improve forecasting accuracy.
Understanding of nonprofit buyer behavior, consensus-driven purchasing, and impact-driven ROI storytelling.
Proven ability to navigate enterprise sales cycles: discovery, MEDDPICC qualification, champion development, proposal framing, and negotiation.
At this time, we are unable to consider candidates who require current or future sponsorship for employment authorization.
Compensation
The range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and in addition to benefits this role may be eligible for discretionary bonuses/incentives, and equity.
US Base Salary: $90k - $125k base salary with monthly commission opportunities
Please note that the compensation range and benefits specified in this job posting is applicable to candidates based in the United States. For international applicants, actual salary offers and benefit plans may vary based on the local market compensation standards and will be determined in accordance with regional considerations, including but not limited to applicable laws, cost of living, and industry norms.
Our Culture: At Bonterra, we’re innovating with a higher purpose: to increase giving to 3% of US GDP by 2033, creating $573 billion more in global impact every year. To achieve our vision, we cultivate an inclusive environment where diversity is embraced and every team member feels empowered to contribute. Innovation, curiosity, and a commitment to equity guide our work. We foster a culture of belonging, ensuring that every individual is valued, respected, and given the tools to succeed. Together, we are dedicated to making a positive impact in the world.
Our comprehensive and competitive benefits include:
Generous Flexible Time Off (FTO) Policy
Up to 15 paid company holidays including some commemorating social justice events and self-care
Paid volunteer time
Resources for savings and investments
Paid parental leave
Paid sick leave
Health, vision, dental, and life insurance with additional access to health and wellness programs.
Opportunities to learn, develop, network, and connect
Please note the benefits specified on this page are applicable to full-time employees based in the United States. For international employees, actual benefits may vary based on local standards and regulations and will be determined in accordance with regional considerations, including but not limited to applicable laws and industry norms.
We are committed to being an equal opportunity employer and evaluate qualified applicants without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, diversity of thought and any other characteristic protected by applicable law.