Senior Sales Lead - Old Toronto, Canada - CharityVillage

Description

Grantbook is at an exciting inflection of growth and looking for an amazing candidate who is ready to accelerate their career and help us scale. Have you gained experience in a business development or sales role and are you looking for the next big step in your career? Are you ready to help us grow to the next level? Whether you have a direct background in sales or you've spent your career in the nonprofit/social sector in areas such as development, fundraising, and membership engagement — this role is for you

A word of advice: we greatly value communication skills, empathy, and self-awareness in our team. This means the cover letter is a major factor when we hire. Current team members report that putting together their application took them 1-2 hours. Please keep this in mind as you prepare your application

WHO WE ARE

Grantbook is a social-purpose, vendor-agnostic consultancy helping grantmakers around the world operationalize their vision and values — including JEDI and trust-based philanthropy — to transform their grantmaking and amplify their impact.

Over the course of ten years and more than 600 projects, Grantbook has helped hundreds of grantmakers reach the full potential of their people, process, and technology.

Our team of passionate experts operate at the intersections of philanthropy and technology, and strategy and execution. As trusted partners to grantmakers, we are proud our clients consider us allies in their operational evolution.

As a values-driven B Corporation, we are proud to participate in a "chain of good," helping our clients deliver on their missions of building solutions. Many Grantbookers join the team for the opportunity to work at an organization that puts people and planet above profit.

Our values of empathy, accountability, candor, and daring, are all built on a foundation of organizational transparency. A commitment to salary and financial transparency, employee ownership, and a highly collaborative culture, are just a few of the ways Grantbook works to live our own values, while we work to support our clients on their own journeys to support their communities.

HOW WE WORK

We're an ideal match if you seek autonomy, mastery, and purpose in your work. We take pride in a participatory work culture, where learning trumps ego. Curiosity, experimentation, and a human-centred approach are core to how we do meaningful work together and to how we respond to the evolving needs of our clients.

We live our values of accountability, candour, empathy and daring. Policies are transparent and team members are empowered to make decisions about areas that affect them most. This allows our team to work flexible hours and from where they are most inspired (even pre COVID-19). We trust each other to stay accountable and get stuff done.

ROLE MISSION STATEMENT

Grantbook's Senior Sales Lead is a critical role, focusing primarily on outbound and new logo sales to drive revenue growth. The Senior Sales Lead works to secure new business and expand Grantbook's market share, laying the foundation for the company to achieve $20M in annual revenue by 2030.

WHAT YOU'LL DO – ROLE OUTCOMES & OBJECTIVES

Role Objective: Grow new business and expand market share by building strong, long-term relationships and developing infrastructure for growth.

Key driver for Growth function to achieve success against targets:

• Expand Market Share to $8M in 2024
• Drive toward 14% growth in sales from 2023 (target), at least 25% of which is new logo business
• Create and maintain a robust pipeline of 2x the monthly target; maintain a minimum Win Rate of 20%
• Maintain a Time to Close of maximum 80 days

Role Outcomes:

1. Grow New Business: Expand Market Share to $8M in %)

• Drive toward 14% growth in sales, at least 25% of which is new logo business
• Create and maintain a robust pipeline of 2x the monthly target; maintain a minimum Win Rate of 20%
• Maintain a Time to Close of maximum 80 days

Action (How): Strategic New Logo Business Development

• Sales lead on large, complex new logo opportunities and all Salesforce opportunities in pipeline
• Provide coverage for Director of Growth on enterprise accounts where necessary; establish infrastructure for regular account syncs to stay up to date on key accounts

2. Build Strong Relationships & Effective Partnerships (30%)

• Support organizational efforts to establish a stronger market position for Grantbook's Salesforce practice in 2024
• Create processes for effective partnership with the delivery leadership and team, Partnerships Lead, and Senior Account Management Lead to ensure successful new client hand-off, support lead generation, and source feedback to improve sales strategies and tactics
• Coach and collaborate with Business Development Specialist to establish the process to develop up-to-date strategic account plans and manage sales for new logo clients

Action (How): Focus on Client Journey & Create Long-Term Relationships

• Lead the development of Grantbook's market position for Salesforce practice, with Salesforce Practice Lead
  • Collaborate with Salesforce Practice Lead
  • Develop partnerships within Salesforce ecosystem
  • Develop sales enablement resources and infrastructure (including SOPs)
• Provide high level support to Business Development Specialist on balance of new logo pipeline, joining for first discovery call and internal account sync with SMEs, as well as coaching throughout sales process where needed
• Lay foundation for client journeys and support creating long-term client relationships with Grantbook early in the sales cycle
  • Focus sales messaging on value of Grantbook brain trust and subscription model
  • Aim to increase the number of multi-year contracts with new clients
    

3. Build Foundation For Growth: Infrastructure & Process (15%)

• Continue to establish and refine effective tactics for lead generation and nurturing, in partnership with Marketing & Brand Experience Lead
• In partnership with the Growth team, refine and create sales processes to drive future growth – establish and refine SOPs for lead management

Action (How):

• Further refine sales processes and procedures, use analytics and reporting to monitor progress and always be working on continuous improvement of the function
• Support optimization of internal Salesforce instance to effectively track and monitor Growth related metrics – including lead and opportunity management
• Support ongoing development and documentation of Growth function SOPs in Guru, Drive

WHAT YOU CAN OFFER

• Demonstrated sales expertise and deep knowledge of job area obtained through a combination of education and extensive sales experience
• Demonstrated ability to achieve and exceed targets, knowledge base of sales tactics and skills within sector niche (at least 5-7 years of experience)
• Demonstrated experience leading complex negotiations and steps in to unblock any challenges in getting a deal across the line
• Demonstrated experience developing and leading sales and go-to-market strategies and strategies to effectively build client relationships with large, complex clients
• Experience selling within and existing relationships in Salesforce ecosystem strongly preferred
• Experience selling consulting services and/or technology services/products considered a strong asset
• Deep knowledge within philanthropy and the nuances of different client organizations (private/family offices, public foundations, community foundations, 501c3s, 501c4s, etc.)
• Demonstrated experience mentoring team members on negotiation tactics that are values aligned and creates efficiencies in closing deals
• Demonstrated ability to manage sales performance reporting and analysis
• Experience leading strategic improvements and efficiencies of the sales process and procedures
• Demonstrated experience developing long term vision for clients by fully understanding client needs and creating a sticky client journey for them
• Experience working within an integrated sales and marketing environment, effectively collaborating with marketing team to help develop market insights and trends and sales enablement resources
• Experience leading comprehensive competitive analysis
• Skills in Grantbook's current technology stack to support this work: Salesforce, G Suite, Guru, Miro, Canva

HOW YOU'LL BENEFIT

SALARY & BENEFITS

Grantbook has a transparent salary structure with 6 levels, from A through F. We are looking for skilled and experienced candidates at C-Mid to D level, with a salary range of $88,000 to $96,600. Throughout your interview process, we'll learn more about your skills and experience and determine your starting salary based on what you bring to the team.

We take pay equity at Grantbook very seriously and strive to ensure everyone on our team is accurately and fairly compensated for their work. This means someone who is less comfortable negotiating a higher salary won't be financially penalized compared to someone who readily argues for higher pay. Our salary bands are tied to similar roles in the market. We scan similar organizations—size, sector, culture— with the goal to provide competitive compensation. Each level reflects a stage of progress at Grantbook defined by expected experience and skills for that level.

In addition to base pay, all Grantbook team members will enjoy a bonus—an equal share of a dedicated portion of profits set aside to reward the whole team for exceptional performance on our impact goals.

Grantbook also boasts a flexible work culture (even pre-COVID-19), and all team members receive four weeks of paid vacation per year, a comprehensive benefits package with a health spending account, and, after one year with Grantbook, are eligible to buy into Grantbook's Employee Share Ownership Plan. For more information, visit our Culture & Careers page.

CAREER & PROFESSIONAL DEVELOPMENT

As a growing organization, there are continual opportunities to learn, whether it is developing a new skill set or bringing a new product/service offering to market. You, along with the rest of our team, will be key to driving our impact on philanthropy forward.

We have carved out career paths for our various roles at Grantbook, and will show you how you can progress up and between bands. We have paths for growth for both Individual Contributors and those interested in People Lead or Leadership tracks.

We also have a generous professional development pool that all team members can access after their first three months of employment, in order to help them reach their career goals at Grantbook.

WHERE WE WORK

We are a mostly remote-first team, with a fantastic office for collaborating (and having pizza lunches) centrally located by the Sherbourne subway station in Toronto. We have team members in Vancouver, but the majority of our staff is located in and around Toronto. We will consider exceptional candidates from other locations in Canada as well.

HOW WE HIRE

As a company dedicated to social good for our clients, our team, and the world, we try to be as transparent as possible about how we work. That includes how we hire. View our hiring process on our website to learn more about what it will entail.