Director of Partnerships

Job Description

About Us

Virtuous is on a mission to inspire global generosity by helping nonprofits build better relationships with their donors. We offer a modern software platform that provides mid-sized charities with elegant tools for fundraising, marketing, volunteerism, and online giving.

Our talented team is driven to disrupt the status quo in the nonprofit sector. We are hungry, humble, and committed to delivering best-in-class software solutions, customer success interactions, and sales experiences to the world’s leading nonprofits

We also recognize the importance of giving back and making a difference in the communities where we live and work. That’s why we practice radical generosity by volunteering at nonprofits or going the extra mile for our team and the customers we serve. We take our work seriously, but we don’t take ourselves too seriously. We believe that life is too short not to love what you do.

The ideal candidate for Virtuous embodies our values by:

• Asking questions with a spirit of curiosity

• Giving feedback freely with candor & grace, welcoming it in return

• Displaying a passion for philanthropy and technology

• Serving with joy. Everyone is willing to make the coffee!

• Celebrating the wins & milestones of others

• Assuming good intent & demonstrating trust in others

• Pursuing relationships with people different from themselves & creates space to be human

Find our core values & more here.

Position Summary

The Director of Partnerships is responsible for leading and executing Virtuous’s partnerships strategy, combining high-level strategic ownership with hands-on relationship management. Reporting to the CRO, this role plays a critical part in accelerating pipeline creation, supporting the go-to-market and CX teams, expanding market awareness, and influencing Virtuous’s product integration roadmap.

This is a player-coach role. The Director of Partnerships will manage and develop a team of Partner Managers while also directly owning and nurturing a set of Virtuous’s most strategic partner relationships. Success in this role requires an enterprise seller mindset, strong prioritization, and a willingness to operate both strategically and tactically to drive measurable business outcomes.

Responsibilities

Partnership Strategy & Focus

• Develop, execute, and operationalize a partnerships strategy that drives Virtuous’s subscription revenue growth and market expansion

• Apply an ⁸⁰⁄₂₀ approach, prioritizing the partners and relationships that generate outsized impact and long-term strategic value

• Regularly assess partner performance and portfolio health to ensure focus and resource alignment

Leadership & Hands-On Execution

• Lead, coach, and scale a high-performing team of Partner Managers with clear expectations and accountability

• Act as a player-coach, balancing team leadership with direct ownership of key strategic partner relationships

• Personally manage executive-level relationships with Virtuous’s most impactful partners

• Set the standard for partner engagement, communication, and execution across the partnerships team

Partnership Growth & Ecosystem Development

• Identify, recruit, negotiate, and grow partnerships with:

  • Technology and integration partners

  • Nonprofit-focused agencies and service provider

  • Fundraising consultants

• Build clear partner value propositions and engagement models that support co-selling, services alignment, and customer outcomes

Relationship Management & Partner Communications

• Own ongoing partner communications, including enablement, updates, shared planning, and performance reviews

• Lead QBRs and strategic planning sessions with key partners

• Ensure partners are aligned to Virtuous’s positioning, GTM motion, and customer success expectations

Enterprise & Outcomes-Oriented Execution

• Think and operate like an enterprise seller—anchored in customer outcomes, ROI, and long-term value creation

• Partner closely with Sales on deal strategy, co-selling motions, and partner-sourced and partner-influenced opportunities

• Step directly into deal execution alongside Sales and Partner Managers when partner involvement is critical to winning or expanding accounts

Cross-Functional Collaboration

• Partner internally with Sales, Marketing, Customer Experience, and Product to ensure partnership initiatives are aligned and effectively executed

• Work with Marketing on partner campaigns, events, and co-marketing initiatives

• Collaborate with CX to ensure partners support strong implementations, retention, and expansion

• Influence Product integration priorities and roadmap decisions based on partner and market insights

Market Insight & Thought Leadership

• Stay informed on trends in nonprofit technology, fundraising, and adjacent SaaS ecosystems

• Identify partnership opportunities that create differentiation and competitive advantage

• Represent Virtuous at industry conferences, partner events, and in-market activities

Performance & Metrics

• Establish and track clear KPIs to measure partner performance, pipeline contribution, and revenue impact

• Hold both the partnerships team and personally owned partner relationships accountable to outcomes

• Use data-driven insights to continuously refine partnership strategy and execution

Travel & In-Person Engagement

• Travel approximately 20% to support in-market partner engagement, including in-person visits, QBRs, conferences, and joint in market events to drive awareness and pipeline

You Must Have

• Bachelor’s degree in business, marketing, or a related field

• 6–10 years of experience in partnerships, sales, marketing, business development, or related roles, preferably in B2B SaaS or nonprofit technology

• Experience driving measurable impact against primary goals of Partner Influenced ARR, Company ARR, and Company Pipeline, while maintaining a strong focus on NRR, Retention, Win Rate, and ASP of partner-influenced customers and deals.

• Strong communication, presentation, and relationship-building skills

• Strategic, outcomes-focused thinker with the ability to prioritize and execute with discipline

• Experience working cross-functionally with sales, marketing, CX, and product teams

• Prior people leadership experience preferred

What We Offer

• Market competitive pay leveraging Carta data

• Employee recognition through Bonusly (birthdays, anniversaries, achievements, etc.)

• 401(k) retirement plan with company matching- 50% match up to 6% of compensation after 90 days

• We value our employee’s work-life balance and encourage taking advantage of Unlimited PTO

• Supportive time off including paid volunteer days and company holidays

• Employer-contributed healthcare benefits, encompassing medical, dental, and vision coverage, with plans available for dependents and choices for Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).

• 12 weeks primary parent leave, 4 weeks secondary parent leave - full pay (adoption as well)

• We pride ourselves on Community and host exciting company outings and events.

We’ve recently noticed an increase in recruitment scams where individuals are impersonating recruiters to obtain personal or financial information through fraudulent interviews and job offers.

Please note that all legitimate communication from Virtuous will only come from the @virtuous.org domain. If you receive a message from other domains, even if they look similar (e.g., virtuouscareers.org or virtuousjobs.com), they are not legitimate and we recommend disregarding it immediately.