Sales Development Manager

Title:

Sales Development Manager

Reports to:

Chief Growth Officer

Before you apply:

Dear Potential Friend and Teammate:

Most job descriptions are written to filter people out. This one is written to help the right person recognize themselves as an excellent fit.

If you're the kind of person who loves building genuine relationships and loves the challenge of turning those relationships into measurable business results, keep reading.

Next After is the growth accelerator for Nonprofits. We run thousands of experiments every year to understand why donors give, and then we use that knowledge to support our clients in raising more money so they can help more people experience the joy of generosity.

We're not a traditional agency. We operate at the intersection of behavioral science, digital marketing, and a data analytics lab. Our clients are strictly Nonprofits, many of them in the faith-based ministry space.

Our Growth Team is how we bring new nonprofit organizations into the Next After ecosystem. And right now, we're growing the sales function in a way that matches how we work: account-based, relationship-first, and grounded in data-backed insight.

• Ben Smithee - CGO
  - Next After

We've reached an inflection point. Our research is known. Our reputation is strong. NIO Summit is strong. Nonprofit leaders read our studies, take our courses, and follow our work. The awareness is there, and we are looking for a dedicated person who wakes up every day focused on converting that awareness and warm interest into meaningful conversations and into long-term client relationships.

That's where you could come in.

You'll identify and prioritize Key Accounts on our Target Account List, run outbound and inbound lead management, follow up on conference and event relationships, and work closely with our Marketing team on an ABM strategy that's actively being deployed. Additionally, you will be accountable for building a qualified pipeline, creating new opportunities, advancing relationships through the sales process, and contributing to new revenue goals.

We care deeply about how you achieve results, but achieving results still very much matters. That said, you won't just be plugging into someone else's playbook, you'll have the chance to help optimize it.

• Pursue a portfolio of Key Accounts drawn from our ABM Target Account List. Primarily VP and Executive level nonprofit leaders that match our ICP.
• Execute personalized outbound efforts to establish, pursue, and nurture relationships enhanced by our research content and other value drivers. Comms should be calibrated to where a prospect is in their awareness journey, and not templated mass sales messages.
• Manage and advance inbound leads from our content, webinars, courses, and events with urgency and intentionality, as well as screening them for proper fit.
• Follow up on leads generated at NIO Summit, speaking engagements, and other conferences, to help convert them into clients.

• Run discovery conversations that uncover current organizational pain points, needs, and opportunities. These may include issues such as fundraising plateaus, donor retention challenges, lack of testing discipline, etc.
• Collaborate with CGO and Growth Team to develop proposals and scope engagements.
• Maintain a clean, disciplined CRM, including pipeline hygiene, data and tracking.
• Adherence to our EOS processes, Goals (rocks), Scorecards and Metrics. These are seen as the backbone that ensures relational output is driving things in the proper strategic direction and produces real and tangible/measurable results.
• Navigate multi-stakeholder nonprofit buying processes with patience and strategic awareness, maintaining a…