VP of Sales

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.

Candidates willing to commute and work out of our downtown Phoenix, AZ office (3-day/week hybrid schedule) are preferred, though we are accepting resumes from candidates working remotely throughout the US.

Position Summary

As the Vice President of Sales, you will be responsible for developing the sales GTM plans and executing a comprehensive strategy that drives new ARR into mid-market and enterprise nonprofit logos. You will report directly to the CRO as you work to accelerate pipeline creation, support the go-to-market, increase rep coaching and consistency, and ultimately create a repeatable system for scale to drive Virtuous to $150M in ARR. Your responsibilities will include managing and growing a team of Sales Managers, Directors and AEs. Your OKRs will include quarterly new ARR goals, and stage 2 pipeline goals from AE outbound. You will be supported cross functionally by peers on our Partnerships, Marketing, RevOps and CX teams. This role requires a steady leader, with patient determination. One who has sold complex deals to the mid-market and enterprise. Must have a heart for the nonprofit space and a drive that puts in the extra mile for our prospects and team.

Responsibilities

• Strategy Development: Create and implement a strategic plan for building and managing new ARR sales that grow Virtuous's subscription revenue and market reach.

• Systems Builder: Build upon existing frameworks for discovery, negotiation and product positioning to create a repeatable and scalable model where predictability of outcomes is key.

• Cross-Functional Collaboration: Work closely with the sales, marketing, CX and product teams to align sales initiatives with business objectives and ensure effective execution.

• Market Analysis: Conduct market research to identify trends and potential sales opportunities, staying informed about the competitive landscape.

• Performance Metrics: Establish clear KPIs to measure the success of sales and continuously optimize strategies based on data-driven insights. Drive accountability amongst entire team

• Thought Leadership: Represent Virtuous at industry conferences and events, sharing insights on the nonprofit technology landscape and positioning Virtuous as the leader

• Team Leadership: Lead and grow a high-performing sales team, fostering a culture of collaboration and innovation.

• In Person Prospect Visits & In-Market Opportunities: Travel in market 25% to drive in person awareness, close large deals and in person events to drive pipeline.

Requirements

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

• Verifiable proof of achievement in new logo acquisition and ARR growth

• 8+ years of experience in sales, sales management and VP level roles, preferably within the SaaS or nonprofit sector.

• Proven track record of successfully building teams and creating operational consistency that drive revenue growth and customer satisfaction.

• Excellent communication, presentation, and interpersonal skills.

• Strategic thinker with the ability to analyze complex situations and develop effective solutions.

• Experience leading and mentoring teams to achieve ambitious goals.

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.