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VP, Sales (Strategic Partnerships)

Catchafire

Catchafire

Sales & Business Development
New York, NY, USA
Posted on Wednesday, December 27, 2023

About Catchafire

Catchafire is a full service, on-demand solution designed to address the wide-ranging and complex needs of nonprofits by connecting them with talented pro bono professionals. We partner with major funders (read more here) to provide unlimited access to Catchafire to tens of thousands of nonprofits ready to invest in the growth of their organizations and the impact of their service.

Catchafire has delivered over $236M in services to nonprofits, has facilitated over 1.2M hours of volunteering with over 60,000 matches, and we’re tracking to deliver $1B annually in services within 5 years. We have achieved ~40+% year over year revenue growth over the past several years and are poised for accelerated revenue and impact growth by scaling our foundation business.

Our mission is simple: catalyze positive social change by building a stronger nonprofit sector fueled by talent abundance. Here are some ways to get to know us better:

Catchafire is a remote-first workplace. We provide accommodations to help with home office set up. All roles are remote full time (unless stated in job description), with the expectation that the employee is willing and able to travel periodically as deemed necessary and beneficial.

Catchafire is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We are also welcoming to any reasonable accommodations that can be made for candidates in our hiring process.

Unfortunately, we are unable to provide sponsorship for employment at this time.

About the Role and the Department

Catchafire’s Strategic Partnerships team is our enterprise sales team and the key revenue driver of the company, realizing Catchafire’s mission by expanding and accelerating the adoption of Catchafire by bringing on new enterprise customers. This team is responsible for forging new business partnerships with grantmaking foundations and philanthropic institutions. Your role is to set the strategy, lead a team of talented Partnership Directors and accelerate our revenue and ARR growth.

This is an exciting role for someone who is an expert seller and has successfully built and scaled an enterprise sales function. As the leader of the Strategic Partnerships team, you will be our most senior and expert enterprise sales person in addition to owning the management, building and scaling of this team and function in order to accelerate our growth. Your team is responsible for new partnership development from setting a regional strategy to cold and warm prospecting and through shepherding partnership opportunities all the way through to close and beyond. This includes a mix of cold and warm outreach to new potential foundation partners, establishing meaningful relationships with senior leaders of existing foundation partners, developing and writing sophisticated and effective proposals, managing a robust pipeline, cultivating relationships with decision makers at various levels within the organization, and effectively communicating the value of Catchafire. To achieve this, you will need to build the necessary systems and processes, hire and develop the people who enable this work, and create the conditions for a strong unified team that is expert at learning and collaboration, internally and externally, in order to maximize Catchafire’s impact and relevance in the philanthropic sector.

As a senior leader in the organization, you will contribute to the evolution of our offering and of our organization, collaborating cross-functionally with other Catchafire leaders and strengthening our culture and values. We believe that building a diverse, equitable, and inclusive team culture is critical to realizing our mission and our vision of an empathetic, inclusive, and loving world. We are seeking a leader who is committed to this journey with us.

Attributes

  • Leader of leaders: You have successfully built and led teams of sellers who are highly experienced and entrepreneurial. You are expert at identifying and managing people's strengths, and creating the conditions for your team to thrive. You are able to coach your sales team and enable them to meet or exceed their targets. You are an enabler and activator and you are able to synthesize learnings and integrate them across your team to improve the performance and outcome of the entire function.
  • Seasoned rainmaker and sales coach: You have demonstrated the ability to create demand and sustain relationships for a transformative and complex product or service. You are adept at translating your ability to see and realize the long-term vision for partnerships and your ability to chart out the path to get there into clear expectations and a coaching style that elevates the performance of your teams. You have a hands on approach and provide specific and actionable guidance that enables your team to effectively address key areas of development successfully. The people you’ve coached progress in their careers and continue to come to you for continued advice because they trust your judgment.
  • Cross collaborative executive who is action oriented: You are often regarded as a thought leader, seeing opportunities before anyone else, and you bring your team with you. You are highly skilled at collaborating on cross-functional projects to fulfill business and impact objectives. You create a sense of mutual accountability, build team spirit internally and externally, and follow up effectively to ensure momentum and create trust with your team through consistent behaviors.

Responsibilities

  • Scale our business through fast paced revenue growth: We are at a moment where we are ready for hockey stick revenue growth. You will be responsible for this outcome.
  • Revenue Strategy & Function Building: As a revenue leader, your role will be critical in helping to strengthen and evolve our revenue strategy and our sales approach. You will oversee the day-to-day operations and ongoing build out of our revenue function. While we have many strong processes, there is much to design and to evolve in order to scale the function. This will likely include work such as: organizational & role design, systems & process design & execution, building management structures, synthesizing sector trends and client needs to inform our value proposition and marketing materials, pricing design, deal structures, and go-to-market strategies.
  • People Management & Development: You will lead and manage a growing enterprise sales team that is currently made up of 6 account executive. You will empower team members to grow and unleash their potential by setting clear expectations and creating valuable feedback cycles. By cultivating a strong team culture, you’ll create the conditions where each person feels a strong sense of belonging and where they are bought into the larger team vision and goals.
  • Player / Coach: You will be responsible for leading and executing partnership development on our most strategic, high potential enterprise accounts. You will cultivate strong relationships with senior, influential leaders and shape a vision for long-term, high impact partnerships as well as effectively navigate the arc of the sale from prospecting through negotiations and close. You will be our most expert seller, deeply understanding the different facets of the sale and translating that knowledge into excellent sales training to develop the team.
  • Outcomes Management: Working in conjunction with the Vice President of Revenue Strategy & Operations, you will be managing the BD team to an overall healthy “sales desk” and deeply collaborating with the members of your team to drive to target short term (annual bookings) and long term outcomes (ensuring strong ramp-up of sellers, driving customer lifetime value growth). You will need to be appropriately in the weeds at times and be able to zoom out in order to properly assess the team, identify areas to bolster and to be able to balance short term and longer term priorities.

Experience / Background

In order to be successful in this role you must meet most, if not all, of the following needs:

  • Extensive sales and revenue leadership experience. You have:
    • Strong track record in building partnerships from prospecting to close at an enterprise level that are in new or particularly challenging regions, are particularly innovative, transformative, visionary, or previously unproven, and highly strategic involving multiple stakeholders and levels of decision makers (ideally closing significant deals in the past 5 years)
    • Significant experience with being able to effectively navigate dynamic customer sectoral and relationship shifts, while driving long-term value growth in partnerships that last 5+ years and beyond
    • Track record of operational excellence when managing multiple high stakes work streams that affect stakeholders across multiple departments
    • Proven experience building a high performance, cohesive sales team, including organizational design, shaping an inclusive culture, and hiring and developing individuals with diverse identities and backgrounds
  • Exceptional presentation and verbal and written communications skills that enable you to both pitch Catchafire to leaders of their field and communicate your long term vision and strategic process to your internal stakeholders
  • Commitment, experience OR interest in the social good sector
    • Though prior experience in the social good sector is not required, we are seeking individuals looking to learn deeply about this space and quickly progress into thought leaders
  • Familiarity with and a commitment to continued learning and development in Diversity, Equity, and Inclusion (DEI) issues and topics through professional and/or personal spaces. This experience might include:
    • Understanding of DEI issues within the Philanthropy and Nonprofit sectors
    • Experience in partnering or working with underrepresented or marginalized groups and/or the organizations that support them
  • Travel is usually expected in this role for up to one third of your time.

The compensation for this role is commensurate with experience and based on geography: $250K-$300K OTE

Catchafire is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We are also welcoming to any reasonable accommodations that can be made for candidates in our hiring process.