Salesforce for Nonprofits: Sales Manager

How You’ll Contribute:

• Manage Sales and Client Success Team
• Embody Idealist Consulting’s values-aligned management philosophy
• Lead and motivate a hybrid team of sales and client success professionals focused on new business, renewals, and account growth
• Coach and mentor team members through regular 1:1s, team meetings, and quarterly reviews
• Foster a culture of accountability by setting clear expectations, providing consistent feedback, and recognizing ownership and follow-through
• Identify needs and collaborate with HR on talent sourcing, contract negotiation, and onboarding as Hiring Manager
• Use standardized reviews and quarterly conversations to foster healthy working relationships, identify employee strengths and weaknesses, and support their growth and development within the organization.
• Encourage professional development and make employee promotion recommendations
• Manage performance concerns and realignment plans as needed
• Collaborate with HR on compliance of company, state, and local, policies as needed 
• Train to established process and documentation standards and guide improvement efforts
• Sales Strategy and Goal Setting
• Translate company-level goals into clear team and individual targets
• Develop and iterate on sales plans aligned with Idealist’s values and mission-driven client base
• Lead sales strategy by actively designing and executing outreach and account planning for mid-market and enterprise nonprofit clients
• Design outreach and account planning strategies for both mid-market and enterprise nonprofit clients
• Collaborate with marketing and partnership teams to align campaigns with pipeline goals
• Function as a player-coach by driving enterprise and mid-market sales efforts while mentoring the team through deal execution
• Consistently meet or exceed a $500K annualized revenue target
• Pipeline Management and Forecasting
• Own the accuracy and health of the sales pipeline
• Implement standardized processes for lead qualification, opportunity stages, and close plans
• Ensure CRM hygiene and reporting discipline across the team
• Drive regular pipeline reviews and forecasting rhythm with the CEO and revenue operations
• Support individual contributors in developing close plans, pricing strategies, and proposal delivery for strategic opportunities
• Cross-Functional Collaboration
• Partner with Delivery, Client Success, and Operations to ensure smooth handoffs and consistent client experiences
• Collaborate with the CEO and other executives on growth planning and service development
• Provide voice-of-sales insights to inform Idealist’s service offerings and go-to-market planning
• Escalate blockers and coordinate problem-solving across departments
• Performance Analysis and Reporting
• Monitor performance metrics (utilization, close rates, etc.) to optimize team effectiveness
• Deliver clear, consistent reporting on team performance, pipeline, and deal health
• Analyze conversion rates, sales cycle lengths, and churn to recommend process improvements
• Conduct quarterly business reviews with executive leadership
• Identify gaps in enablement, tooling, or process and propose solutions
• Report on established departmental KPIs, OKRs, and targets annually

Your Background Includes:

• 8+ years experience working in the Salesforce for Nonprofits implementation services industry
• Understanding of current industry trends and products including Nonprofit Cloud, NPSP, Experience Cloud
• Industry specific understanding of nonprofit technology needs and purchasing process
• Well honed leadership strategies for agile teams
• Experience building cohesion and resilience across dispersed team
• Experience developing and delivering onboarding and training programs
• Ability to work collaboratively, triage, and make decisions in a fast paced environment
• Operations oriented, metrics driven, ability to analyze and present data to a range of audiences
• Bachelor’s Degree
• Extra credit:
• Nonprofit Cloud Certification
• Experience with International workforce
• Entrepreneurial mindset

What You Can Expect:

• Equitable total compensation package with base salary and commission
• Humane work weeks and a Hybrid Work Policy that allows you to work from wherever you are (as long as there’s an internet connection)
• Healthcare benefit package options that cater to all lifestyles
• Generous paid time off plans that grow over time
• Paid volunteer time to encourage community involvement and a service mindset
• 401k employer match and short term leave available with tenure

A Little More About Us:

• Idealist Consulting was founded in 2006 by returning Peace Corp volunteer Rob Jordan to help nonprofits and progressive organizations grow mission impact through technology. We’re committed to delivering innovative technical solutions to empower organizations working on some of the world's most important causes.