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Windfall is a people intelligence and AI company that provides go-to-market teams with actionable insights by democratizing access to people data. This role is a revenue leadership position managing Windfall's Nonprofit vertical, one of the company's largest segments.
You will manage and develop a team of approximately 5 Account Executives, setting performance standards, building operating cadence, and creating conditions for reps to perform at their highest level. This is fundamentally a revenue leadership role with accountability for new bookings, retention, and expansion within the nonprofit vertical.
Key responsibilities include:
- Team leadership: Manage, coach, and develop a team of ~5 AEs, establishing performance standards and building operating cadence
- Revenue accountability: Own the Nonprofit vertical's success across new bookings, retention, and expansion
- Cross-functional influence: Translate nonprofit market dynamics into product feedback, competitive positioning, and partnership priorities; serve as Windfall's primary voice on the development and major gifts ecosystem
- Team buildout: Scale the team over time to match the vertical's full potential through headcount additions, segmentation refinement, and building a self-sustaining nonprofit business
- Sales motion refinement: Work closely with senior nonprofit sales management to define cohesive strategy across the full nonprofit organization, with emphasis on new-logo acquisition as a strategic priority
Requirements:
- Bachelor's Degree
- 5+ years of B2B SaaS sales experience with a track record of closing and expanding complex, multi-stakeholder deals
- 2+ years of sales leadership experience managing a team of meaningful size (not just a lead AE with a title)
- Deep fluency in the nonprofit sector, whether through selling into development offices or working inside one; understanding of major gift lifecycle, donor segmentation, and how fundraising decisions are made
- Familiarity with the nonprofit tech ecosystem (donor management platforms, wealth screening, prospect research)
- Ability to inherit a team and improve it; establish trust quickly, raise the bar without burning culture, and develop reps rather than just manage them
- Commercial acumen: think in pipeline, conversion rates, and revenue outcomes
- Based in or willing to relocate to San Francisco
