Vice President, Business Development

Summary

Join Fíonta, a technology firm assisting impact-driven organizations, as their Vice President of Business Development. This key leadership role involves establishing collaborative relationships with executive teams, setting strategic direction, and overseeing sales operations. Responsibilities include leading the business development team, managing key partnerships (especially with Salesforce), and contributing to strategic growth. The ideal candidate possesses extensive experience in nonprofit technology sales, proven leadership skills, strong communication abilities, and a deep understanding of CRM systems. Fíonta offers a competitive salary, comprehensive benefits, and opportunities for professional growth.

Requirements

• Have experience in our field: You’ve worked in the nonprofit and/or associations technology markets for at least 7 years, including significant sales experience
• Have led a sales team: You have experience leading successful sales teams for companies delivering professional services
• Have a successful track record: You are goal-driven and have a proven record of building and maintaining new business while achieving sales targets
• Know Customer Relationship Management (CRM) systems: You know the basics of Salesforce or other CRM systems and can speak to the technology in an intelligent and informed manner
• Can hold your own in a negotiation: You have strong written and verbal communication skills and can negotiate with the best of them. You present yourself as a senior executive, demonstrating clear expertise and leadership
• Meet clients (both internal and external) where they are: You can build rapport and strong relationships and are able to translate technical materials to non-technical stakeholders when needed

Responsibilities

• Establish highly collaborative and productive relationships with executive and leadership team members, demonstrating maturity, ownership, accountability and a focus on winning with positive client outcomes
• Work closely with other executive team members to set a strategic course and achieve company goals
• Maintain and report key sales KPI’s including bookings against targets, win/loss analysis, pipeline and key opportunity status in regular executive meetings
• Contribute to the development of a strategic growth strategy focused on revenue growth, profitability, and customer satisfaction
• Qualify leads and opportunities through prospect calls to understand client needs, budgets, and timelines
• Oversee and coordinate the development and authoring of proposals and RFP responses, providing substantive input on the key win themes, proposed architecture and competitive pricing
• Collaborate with the delivery team to scope and estimate services to meet prospect requirements
• Prepare materials for prospect meetings or presentations, and lead finalist presentations and solution demonstrations
• Attend partner networking events and conferences. Support and attend Fíonta’s own business generating events
• Maintain communication with prospects while moving them toward contract closure and assisting the contracts team in the contracting process
• Ensure successful hand-off of new projects to the delivery team
• Work hand-in-hand with the Marketing team to ensure business development efforts are supported by brand awareness, visibility, and effective go-to-market plans
• Lead Fionta’s partner alliances team responsible for cultivating and maintaining relationships among key business partners (most importantly Salesforce)
• Manage relationships with primary Salesforce partnership POCs & influencers (Alliances, Sales Leaders, key AEs, Strategic Services) to build the brand and the business
• Attend key partner events
• Understand and be prepared to assist with Fionta’s compliance with or enforcement of partnership contracts and agreements
• Develop, refine and execute go-to-market strategies in alignment with our key partners
• Assume day-to-day leadership of the business development team, consisting of account executives, sales engineers, and partner alliances managers
• Work with CEO and COO to establish annual sales targets and compensation plans
• Supervise, mentor and support team members to enable them to achieve their goals and compensation targets
• Conduct regular 1:1’s and performance review meetings with direct reports
• Manage the administrative duties of all managers, including timesheet management and approvals
• Lead hiring efforts for approved open positions within the business development team

Preferred Qualifications

• The ideal candidate will have worked with or for Salesforce.org, or for a partner that implements Salesforce for nonprofits and/or associations
• Given your background, you know many of the movers and shakers across our target markets and key partners

Benefits

Health, dental, 401k, vacation, holidays