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
We are seeking a dynamic and mission-driven Senior Strategic Account Executive to own the full sales cycle for the Momentum product. You’ll prospect new opportunities, engage with fundraising leadership and major gift officers, deliver compelling demos of our AI-powered solution, negotiate and close deals, and work with existing Virtuous CRM customers to expand the Momentum footprint. Your success will directly advance nonprofits’ ability to steward donors effectively, while driving revenue growth for Virtuous.
Responsibilities
Own the full sales cycle: prospecting, discovery, solution presentation, negotiation, closing for new customers.
Build and maintain a healthy pipeline of qualified opportunities within target segments: mid-level and major gift fundraising teams at nonprofit institutions (higher ed, healthcare, philanthropy, associations, etc.).
Present Momentum’s value proposition: AI-powered inbox and donor engagement workflows, CRM integrations (Virtuous, Blackbaud, Salesforce, Bloomerang) and measurable outcomes (portfolio capacity, outreach scale).
Conduct product demonstrations and workshops that tailor to fundraising professionals, major gift officers and advancement leadership.
Collaborate with marketing, product, customer success and implementation teams to shape compelling proposals, tailor onboarding and drive customer adoption.
Achieve and exceed quota for new business revenue, as well as up-sell/renewal targets for Momentum within the Virtuous ecosystem.
Act as a trusted advisor to prospects and customers: understand their fundraising workflows, challenges (e.g., donor outreach, portfolio management, personalization at scale), and demonstrate how Momentum can deliver results.
Stay abreast of fundraising technology trends, competitive landscape (e.g., EverTrue, Givzey), and share market intelligence with the Virtuous team.
Maintain accurate account and opportunity data in Salesforce (or chosen CRM) and manage sales forecasting and reporting.
Travel up to 20% of the time for conferences, customer meetings, and to represent Virtuous/Momentum at industry events.
You Must Have
Bachelor’s degree (or equivalent)
5+ years of B2B SaaS sales experience, selling to nonprofit or advancement/fundraising organizations (major gifts, development offices, higher ed advancement, etc.).
Track record of hitting or exceeding quota in full-cycle sales roles.
Strong consultative selling approach and ability to engage senior stakeholders (e.g., VP/AVP of Advancement, Major Gift Officers, Donor Relations).
Knowledge of donor management systems/CRMs (Virtuous CRM, Blackbaud, Bloomerang, Salesforce) and how fundraising teams use them.
Excellent verbal and written communication skills; strong presentation and demo capability.
Comfortable with CRM tools (Salesforce or equivalent), sales engagement tools, and comfortable learning new product technologies.
High level of self-motivation, ability to thrive in a fast-paced, evolving environment, prioritizing and managing multiple opportunities simultaneously.
Genuine interest in the nonprofit sector, philanthropic impact and helping organizations grow generosity.
Nice-to-Haves
Experience selling AI, automation, or advanced analytics solutions.
Fundraising/fund development background (e.g., previous experience in an advancement office or major gift team).
Experience with upsell/expansion motions within existing accounts.
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.
