United States onlyResilia is looking to hire a National Manager, Institutional Partnerships (Sales Manager) to help us achieve our annual new business growth goals. This is a player-coach role. As a player, you will carry a quota and be responsible for full lifecycle new logo Funder Program sales to grantmakers seeking to empower their grantees with access to Resilia’s nonprofit platform. As a coach, you will provide consistent coaching to enable a team of 2-4 Account Executives to attain their individual quotas. The role will report directly to Anne Pao, our Fractional Chief Revenue Officer (CRO).
Our Sales Motion
We run an enterprise SaaS sales motion, selling Resilia’s two-sided platform directly to large Foundation grantmakers, corporate funders, and government offices to be used by themselves and their nonprofit grantees. Our distribution model is B2B2B and our customers utilize different funding sources like grants, donor advised funds (DAF), and other indirect means. Sales people who are adept at relationship building, deep stakeholder management and value-based selling are best suited for Resilia’s more complex sales motion.
What to Expect:
First Week: You will receive a 30-60-90 day onboarding plan, get set up with core technologies to support your remote environment, and meet your team and other Resilians. You will be trained on our grantmaker and grantee landscape, value-centric sales process, post sale customer lifecycle journey, and forecasting methodology. You will be onboarded to the Resilia platform and deepen your understanding of our customer segments and ideal customer profile (its evolving).
First Month: You will learn how to conduct a value-centric customer demonstration of Resilia’s Funder and Nonprofit platforms. You will listen to Gong calls to understand the voice of our customers, their pain points, common objections, and Resilia’s value. You will begin outreach on prioritized target accounts. You and your team will manage inbound leads and also a regular cadence of prospecting to generate pipeline. You will help lead the revenue operating cadence for the Resilia Institutional Partnerships (Sales) team.
First Six Months: You and your team will regularly meet or exceed sales pipeline generation targets to achieve best in class pipe/quota ratios. You will consistently manage deals through the full sales cycle, from prospecting and inbound management to closed won. You will create and manage a deal to late stage by the end of your ramp. You will coach and mentor a team of sellers. In weekly 1x1s, you will utilize Gong to provide your team with feedback on customer call strategies, deal management, and prospecting strategies. You will help your team lead meaningful discovery, articulate value for grantmaker and grantees, and manage the sales cycles with urgency. You will coach your team to develop quarterly territory plans and to own accurate weekly seller forecasts. You will partner proactively with Customer Success (CS) leadership to set up for a smooth customer handover experience, ensuring the desired outcomes and value drivers are communicated.
First Year: You will gain and demonstrate expertise on the philanthropic and nonprofit sectors to be able to serve as a consultative sales advisor capable of establishing new relationships and growing existing ones. You will build a high-performing team with a strong culture of accountability and collaboration that epitomizes our company operating principles. You will be a critical piece of taking Resilia to the next stage of our growth journey, expanding the impact of our nonprofits and the communities they serve.
About You:
You have experience as a sales manager and are a natural coach who thrives in hiring, onboarding, and developing Directors, Institutional Partnerships (Account Executives) into top performers
You have high EQ and strong recognized leadership skills with a focus on team empowerment, collaboration, and accountability
You believe in a team selling mindset and are able to jump in to establish executive relationships with customers to support your peers and direct reports in winning deals.
You have experience as an enterprise seller in a B2B2B or B2B2C environment with consistent quota achievement using a SaaS sales methodology (e.g., value-based selling, challenger sale, MEDDPIC)
You bring both a structured and creative approach to team pipeline generation, emphasizing a regular cadence of prospecting, personalization, and innovation in breaking into hard to reach accounts.
You understand how to speak credibly to a customer’s value proposition, overcome objections, and “wow” the customer in your understanding of the challenges they face
You are comfortable traveling to targeted conferences for networking 2-4 times per year and are a strong public speaker who develops business by presenting during sessions and panels.
You are coachable with a growth mindset — you ask for and respond well to feedback, incorporate what you learn, and lean into change with an open mind
You are curious — you demonstrate an interest in our market, our work, and our mission and ask strong questions that indicate solid business understanding (e.g., core value drivers in a recurring revenue model) and a desire to learn more
You'll standout if you have sold platforms in the tech for good space, interacting with corporate foundations, corporate social responsibilities teams, philanthropies, and/or other grantmaking institutions, or have nonprofit fundraising/development experience
You believe that there is huge long-term potential in working for a mission-oriented venture-backed SaaS startup seeking to transform the sector from funder-driven to nonprofit first
You’re committed to living the operating principles that guide how we work: Be Lionhearted, Put Nonprofits First, Move the Needle, Elevate Equity, and — especially important for this role! — Create Gathering Places
Where and When We Work
We’re a remote-first company with team members across the United States, Mexico, and Canada. For the most part, we work on East Coast hours. We do have clients who work from Eastern to Pacific time and do our best to accommodate their schedules. Provided team members are achieving their goals, we support flexibility and encourage Resilians to work in the way that works best for them.
About Resilia
Resilia is a tech for good software startup with a purpose: to power the people changing the world. Our mission to strengthen the capacity of nonprofits and help funders scale impact through our platform.
Today, we support over 3,000 nonprofits and some of the largest grantmakers in the world. Our long-term vision is to transform the sector through partnership with 20,000+ nonprofits. Want to make history with us? Apply today.
Accommodations and Equal Opportunity
Resilia is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. If you need assistance or a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, please email us at [email protected].
Resilia is an Equal Opportunity Employer and does not discriminate on the basis of an individual's sex, age, race, color, creed, national origin, alienage, religion, marital status, pregnancy, sexual orientation or affectional preference, gender identity and expression, disability, genetic trait or predisposition, carrier status, citizenship, veteran or military status and other personal characteristics protected by law. All applications will receive consideration for employment without regard to legally protected characteristics.
MX and US only
