Senior Sales Manager - Nonprofits

About Scale to Win

Scale to Win is a fully-remote, progressive, political tech company founded in 2020 by organizing leaders from the Biden/Harris, Bernie 2020, Warren 2020, Bernie 2016, and Hillary for America Presidential campaigns. Our product offerings include Scale to Win Text, our “all-in-one” shortcode and longcode texting tool, and the Scale to Win Dialer, a predictive calling tool. Scale to Win also offers turnkey “We Text” services, where our team builds text campaigns, sends messages, collects data, and ensures compliance on behalf of clients.

We work with more than 3,000 Democratic and progressive campaigns and organizations, driving change. Current and past clients include the Biden-Harris campaign, the Democratic National Committee, the Working Families Party, the AFL-CIO, UFCW, MoveOn, and For Our Future.

About the Role 

The Sales Manager is responsible for implementing day-to-day sales, contributing to expanding business with existing clients and bringing in additional business to support Scale to Win to meet its overall revenue goals. 

This role will help Scale to Win break into and grow our nonprofit market by identifying high-impact nonprofit partners, shaping go-to-market strategy, and driving adoption of our texting and calling solutions across the sector. In support of this growth, the role owns and resolves sales tickets, coordinates contracting, conducts targeted outreach and prospect research, and identifies opportunities to generate new business and expand existing enterprise nonprofit relationships.

Core Responsibilities

Sales (65%)

• Own individual sales pipeline, and dedicated committed contract revenue, ensuring that prospective clients, generally spending greater than $50k per year, are moved toward closing in an efficient manner and the individual's sales quota quarterly and annual revenue goals are met 
• Prepare accurate forecasts of clients expected potential spend and estimated date of closing
• Hold meetings with existing clients to discuss commitment options in exchange for preferred pricing options, in partnership with the Client Success team
• Negotiate contracts with an emphasis on growing and developing annual recurring revenue
• Manage list of existing clients as assigned, identifying the point person within the organization to contact
• Facilitate and run STW product presentations for prospective clients and offer timely follow up to ensure deals are moving towards a successful close
• Communicate with prospective clients to schedule demos, address roadblocks, answer questions, and provide sales materials for persuading internal stakeholders
• Monitor the sales phone and inbox during dedicated shifts, responding to client emails and phone calls in a timely manner
• Hold discovery calls and follow up meetings with prospective clients, gathering information on pain points, decisionmakers, timelines to drive sales process
• Communicate with prospective clients to schedule demos, address roadblocks, answer questions, and provide sales materials for persuading internal stakeholders
• Draft and send client contracts, following up as needed to ensure timely signature
• Enter and clean up sales data in Hubspot to ensure full team understanding of the client’s status within the sales pipeline
• Knowledge and experience working within a solution-selling or consultative selling methodology
• Experience selling/navigating a complex sale
• Develop a deep understanding of customer industry trends.

Prospecting and Outreach (35%)

• Identify prospective clients through online research, LinkedIn, and personal networks and enter new leads into pipeline
• Research leads and prospective clients 
• Contact leads to introduce STW and begin a conversation 
• Reach out to existing clients to upsell them additional products and services

Skills and Qualifications

• 8+ years experience in positioning and selling large, complex solutions into the nonprofit sector.
• Experience in both acquiring new business and cultivating existing relationships for business.<