What We Are Looking For
Must-haves
• 10+ years in B2B software sales, including meaningful experience leading quota-carrying teams and
owning a new business number.
• A track record of building. You have hired, ramped, and managed sellers, not only inherited a team.
• Proven experience managing a business development function, including the lead generation or SDR layer,
with a documented record of converting top-of-funnel activity into closed business.
• Personal selling ability in complex, multi-stakeholder deals with long cycles and formal procurement.
• Fluency in contract management: you have owned agreement structure, terms and renewals yourself.
• Real command of sales process and CRM discipline. Qualification, forecast hygiene, funnel conversion
math and pipeline coverage are second nature, and you hold teams to them.
• Comfortable as a player-coach in a growing business: hands-on, low-ego, effective without a large support
function.
• Willing to travel for customers, national and state conferences, and your team.
Domain experience
This matters most. We want someone who already understands how this market buys, with depth in
our core markets, credibility in our expansion markets, or both.
• Mission-driven, grant-funded buyers. You know that purchasing follows funding cycles, not fiscal
quarters, and you can sell into budgets assembled from multiple vehicles such as VOCA, VAWA, state,
federal, private, and donor funds.
• Nonprofit, human services, or public sector software. Case management, client or member
management, benefits, workforce, behavioral health, or outcomes software sold to nonprofits,
associations, or state and local agencies.
• Our core verticals: victim services, domestic violence and sexual assault, and the state coalitions and
statewide networks above them.
• Our expansion verticals: child advocacy, homelessness services and Continuums of Care, human
trafficking response, substance use, and adjacent community health and advocacy networks.
• Statewide and multi-site contracting. You have won umbrella agreements that cascade to many
downstream agencies, and you know how to sell both levels.
Preferred
• Experience displacing an entrenched incumbent in a specialized vertical.
• Experience introducing price increases, packaging tiers, or annual and multi-year prepay into a price-
sensitive base.
• HubSpot or comparable CRM, and a structured qualification framework such as MEDDIC.
Compensation