Bonterra
Director,NewLogo&Expansion
“Director, New Logo & Expansion at Bonterra. Skills: New Logo Acquisition, Expansion & Account Growth, Team Leadership, Systems & AI, Cross-Functional Leadership. Acquiring net new customers. Driving growth within Bonterra’s Strategic accounts”
What You'll Achieve.
Achieve peak impact for doers of good; Increase the giving rate as a percentage of GDP from 2% to 3% by 2033; Strengthen trust in the sector; Accelerate growth and reach peak impact for the social good industry; Drive predictable pipeline and growth; Hit growth targets across both AE and AM motions; Drive YoY processing volume growth; Build cross-sell penetration across Bonterra’s product portfolio; Support net new ARR; Ensure consistent execution of Mutual Success Plans; Maintain account tiering discipline; Achieve $225,000 on-target earnings
Industry & Context.
Unable to consider candidates who require current or future sponsorship for employment authorization.
What They're Looking For.
Must Have
4–6 years in a revenue leadership role spanning Sales, Install Base Growth, or a combined new business and expansion function in SaaS or nonprofit technology., Demonstrated success leading both quota-carrying AE teams and account management or customer success teams, with a proven track record hitting growth targets across both motions., Experience managing the full revenue lifecycle: pipeline generation, deal execution, onboarding handoff, adoption, and renewal/expansion.
Nice to Have
Hands-on Salesforce familiarity with AI-assisted sales and CS workflows is a plus.
What You'll Do.
Acquiring net new customers
Driving growth within Bonterra’s Strategic accounts
Leading and coaching a team of Account Executives focused on closing net new business
Owning the new logo pipeline: setting targets
managing forecast accuracy
and building a repeatable outbound motion
Coaching AEs through complex
multi-stakeholder sales cycles
focusing on Enterprise-sized deals
Driving consistent execution of sales methodology through call reviews
and pipeline inspections
Leading a team of Account Managers responsible for growing and retaining Strategic accounts through upsell
and adoption-driven expansion
Driving YoY processing volume growth and build cross-sell penetration across Bonterra’s product portfolio
Ensuring consistent execution of Mutual Success Plans across eligible accounts
Coaching Account Managers to lead growth conversations with confidence
Managing and developing a combined team of seven
Owning capacity planning
account load standards
and role-specific performance frameworks
Setting clear priorities
building processes and workflows
and fostering a culture of accountability
Partnering with VP of Strategic Accounts and Revenue Operations to build growth infrastructure
Defining requirements for AI-powered account research and deal coaching tooling
Ensuring Salesforce data standards support reliable Opportunity workflows
Serving as a revenue liaison across Sales
Owning the monthly and quarterly growth metrics narrative for senior leadership
How You'll Work.
Team & Collaboration
Collaboration between the new business and expansion functions; Partner with VP of Strategic Accounts and Revenue Operations to build growth infrastructure; Serve as a revenue liaison across Sales, Services, Marketing, and Product—aligning new logo acquisition with expansion strategy; Translate strategy into team-level execution with executive stakeholders and cross-functional partners
Communication Scope
Data-driven and a communicator—able to design scalable operating models and translate strategy into team-level execution with executive stakeholders and cross-functional partners.
Process & Methodology
Account Plans, Mutual Success Plans, Growth CTAs, KPI dashboards
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