Note: The job is a remote job and is open to candidates in USA. Coastal is seeking a Director of Sales focused on nonprofits to grow its social impact sector business. The role builds client relationships, leads sales pursuits across the customer lifecycle, and collaborates with business development and delivery teams to align Salesforce solutions and project plans with nonprofit needs.
Responsibilities
- Engage with executive-level leaders at national and regional nonprofits to grow our customer base and win business with "new logo" accounts
- Create detailed business and territory plans to facilitate the attainment of annual goals and quotas, working alongside our BDR team
- Personally unearth new opportunities through outbound outreach and industry networking (e.g., Dreamforce, NTC/NTEN) to turn prospects into long-term mission partners
- Manage the entire customer relationship lifecycle from from finding a prospect to securing a business contract to helping our delivery team successful complete the project
- Lead compelling discovery conversations that uncover a nonprofit’s programmatic goals, fundraising hurdles, and constituent engagement objectives
- Present Salesforce products (including Nonprofit Cloud and Grant Management) that align directly with the organization’s theory of change and strategic plan
- Provide professional after-sales support to enhance the relationships and customers’ dedication and long term success
- Maintain best in class forecasting and pipeline management practices to ensure leadership visibility into the health of your business
- Mentor and grow junior Business Development resources, provide oversight and support for Business Development team
- Engage with Salesforce Nonprofit/HED RVPs and AEs to drive co-prime opportunities and become a trusted partner within the Salesforce.org ecosystem
- Partner with Coastal Business Unit Leadership throughout the sales process in order to align business development efforts with project delivery
- Work with your team to create estimates and SOWs that account for nonprofit budget constraints, grant-dependent timelines, and specific compliance requirements
- Create and deliver SOWs in line with the Coastal methodology accounting for project scope and objectives, requirements, professional fees, and project specific assumptions
- Travel as needed to support the sales cycles to close business
Skills
- 5+ years proven expertise as a Salesforce Delivery Consultant or similar role, and interest in applying your delivery expertise in Sales
- 5+ years of Sales experience is ideal, but will consider candidates with less sales experience who exhibit a strong desire and enthusiasm for sales
- Proven Portfolio Growth – you will be responsible to Grow our Coastal customer base across the nonprofit landscape
- Experience in the Salesforce Ecosystem
- Ability to take ownership and responsibility for, and actively drive sales pursuits
- Commitment to building long term relationships with customers and winning business through trusted relationships
- Consultative mindset with an understanding of nonprofit governance, board relations, and fundraising cycles
- Understanding of and relationships within the Salesforce portfolio along with newly acquired solutions such as Mulesoft, Tableau, Slack, etc
- Excellent communication, preparation, strategy, presentation and execution skills
- Ability to “project manage” a sales cycle by leading collaboratively and working with other key internal groups - pre-sales, delivery, SMEs and Industry Professionals
- Organizational skills with a detail-oriented approach to complex grant or RFP (Request for Proposal) processes
- Enthusiastic and passionate
- Experience with Technology: Salesforce, Zoominfo, LinkedIn
- Must have full-time permanent US work authorization
- Hands-on Delivery experience as a Salesforce consultant highly preferred!
- Bachelor's Degree preferred, or equivalent experience
- Experience as a Salesforce Consultant, preferably at an implementation partner
Benefits
- Flexible working hours with an emphasis on a life-work balance
- Remote flexible work
- Unlimited Paid Time Off (RTO)
- 401K with Company Match
- Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems
- Occasional in-house competitions with spot bonuses
- Flexible and fun team culture
- Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events
- Monthly All-Hands calls and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency and respect across all levels of the company
Company Overview