Vice President, SMB & MM Sales

Fundraise Up is seeking a VP of Sales, SMB & Mid-Market to architect and scale a world-class revenue engine for our high-velocity segments. This is an impact-focused leadership position centered on building repeatable, data-driven sales motions that empower nonprofits globally. As a systems thinker and disciplined operator, you will be responsible for the end-to-end performance of our SMB and Mid-Market acquisition strategy, transforming market potential into predictable ARR. You will lead a team of managers and individual contributors, fostering a culture of high performance, accountability, and continuous optimization. This role reports to the executive leadership team and serves as a critical bridge between Marketing, RevOps, and Product to ensure our platform remains the gold standard for seamless, accessible digital giving.

Key Responsibilities

• Drive the revenue strategy for SMB and Mid-Market segments to achieve ambitious new business and expansion targets.

• Scale and lead a high-growth organization of 15-25 team members including Managers and Account Executives.

• Design and implement repeatable, high-velocity sales playbooks that reduce friction and shorten sales cycles.

• Maintain rigorous forecasting accuracy and pipeline health through disciplined use of CRM data and operational cadence.

• Collaborate with Marketing to refine Ideal Customer Profile (ICP) targeting and optimize lead-to-opportunity conversion rates.

• Architect territory design and coverage models that maximize market penetration and resource efficiency.

• Develop and mentor frontline sales managers, building a robust leadership pipeline within the sales organization.

• Partner with Product teams to provide market feedback on SMB and Mid-Market use cases, influencing the product roadmap for these segments.

• Establish clear KPIs and accountability frameworks that align individual performance with broader company growth objectives.

• Work closely with Customer Success to ensure seamless handoffs and identify early signals for account expansion.

• Lead the adoption of sales technology and RevOps infrastructure to automate manual tasks and improve team productivity.

• Foster an inclusive, high-performance culture that prioritizes professional growth and mission-driven results.

• At Fundraise Up, AI is a default tool, not an experimental one. We expect every team member to actively use AI in their day-to-day work, identify where AI can change the shape of problems in their function, and grow their fluency as the tools evolve. You should already be using AI meaningfully in your work and understand where it adds value and how it can improve the way you operate.

Skills and Qualifications

• Extensive experience leading B2B SaaS sales organizations with a specific focus on high-velocity motions for smaller client organizations

• 10–15+ years in B2B SaaS sales, with 5 - 8+ years leading managers

• Proven track record of managing and developing other people managers in a scaling environment

• Deep expertise in funnel optimization and conversion analytics within the SMB or Mid-Market space

• Demonstrated ability to build and execute repeatable sales processes that drive predictable ARR growth

• Strong operational mindset with the ability to translate complex data into actionable sales strategies

• Experience managing managers, and leading teams of 20+ individuals in a remote or hybrid global environment

• Proficiency in CRM systems and sales enablement tech stacks to drive organizational rigor

• Exceptional communication skills with the ability to align cross-functional stakeholders around revenue goals

• Ability to thrive in a fast-paced environment while maintaining a focus on long-term scalability

• Background in the nonprofit technology sector or fintech is a significant advantage

• Experience with territory planning and compensation design for high-volume sales teams

• Commitment to building diverse teams and fostering an inclusive environment for all talent

• Undergraduate degree or equivalent professional experience in a related field

Compensation

• The compensation range for this role is $385k - 420k

• Final compensation will be determined based on relevant experience, skills, qualifications, alignment with the role’s requirements and location.

Perks & Benefits

• Health, Dental, and Vision insurance covered at 100% for employees, 80% for employee plus dependents, and 70% for employees plus family.

• FSA and HSA Spending Account.

• 20 days of vacation, 5 sick days, 11 company holidays plus an additional 1 floating holiday.

• 401(k) plan with company match.

• 100% Company-paid short-term disability, long-term disability, basic life insurance and AD&D.

• Paid parental leave (12 weeks for primary caregivers / 6 weeks for secondary caregivers).

• Generous home office stipend to support your remote workspace.

• Annual professional development stipend to support your growth (e.g., workshops, courses, and seminars).

• Charitable giving program and paid volunteer time off with registered non-profits.