Vice President, SMB & MM Sales

About Us

We’re Fundraise Up - a global fundraising platform built to make donating to nonprofits fast, seamless, and accessible to all. Every month, our technology powers tens of millions of dollars in donations across the globe. We focus on innovation that directly impacts results: faster load times, higher conversion rates, global payment support, and accessibility-first design.

Our platform is trusted by many of the world’s leading nonprofits, including UNICEF, the Alzheimer’s Association, and a wide range of global NGOs. With a 4.9/5 rating across top software review platforms, we’re recognized not just for our impact - but for the quality of the product we deliver.

About the Role

The best sales leaders don't inherit a machine. They build one.

Fundraise Up is seeking a VP of Sales, SMB & Mid-Market to own the end-to-end performance of our high-velocity acquisition engine. You will lead a team of managers and Account Executives, turning market potential into predictable ARR through disciplined process, not heroics. This role reports into executive leadership and sits at the center of Marketing, RevOps, and Product, shaping how nonprofits worldwide discover and adopt our platform.

Key Responsibilities

• Own the revenue strategy for SMB and Mid-Market segments, driving new business and expansion against ambitious ARR targets.
• Build and scale a high-growth organization of 15–20 team members, including frontline managers and Account Executives, developing a leadership pipeline through direct manager coaching.
• Design repeatable, high-velocity sales playbooks and territory coverage models that reduce friction, shorten sales cycles, and maximize market penetration.
• Drive forecasting accuracy and pipeline health through disciplined CRM data practices and operational cadence, backed by clear KPI and accountability frameworks.
• Partner with Marketing on ICP targeting and lead-to-opportunity conversion, with Product on roadmap feedback from SMB and Mid-Market use cases, and with Customer Success on handoffs and expansion signals.
• Lead adoption of sales technology and RevOps infrastructure to automate manual work and improve team productivity.
• Foster an inclusive, high-performance culture that ties professional growth to 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.

Skills and Qualifications

• 10–15+ years in B2B SaaS sales, with 5–8+ years leading managers.
• Proven experience managing first-line managers directly. This is required, not a preference.
• Extensive experience leading high-velocity B2B SaaS sales motions in SMB and/or Mid-Market segments.
• Demonstrated experience leading a sales team through a significant growth phase (for example, $0–50M ARR, $50–100M ARR, or measurable team quota growth).
• Deep expertise in funnel optimization and conversion analytics within SMB or Mid-Market.
• 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 strategy.
• Experience leading teams of 15–20 people in a remote or hybrid global environment.
• Proficiency in CRM systems and sales enablement tech stacks.
• Exceptional communication skills, with the ability to align cross-functional stakeholders around revenue goals.
• Undergraduate degree or equivalent professional experience.

Nice to Have

• Consumption-based selling experience.
• Background in nonprofit technology or fintech.
• Experience with territory planning and compensation design for high-volume sales teams.

You'll Thrive Here If You…

• Build systems first, then trust the system to scale, instead of relying on individual heroics.
• Treat forecasting and pipeline hygiene as non-negotiable, not administrative overhead.
• Coach managers to coach their teams, rather than solving every deal yourself.
• Move fast on decisions, then adjust based on data instead of waiting for certainty.
• Say what you actually think in a room, even when it's the harder thing to say.
• Take ownership of outcomes across functions, not just your own team's numbers.
• Stay curious about how AI changes the shape of your work, and act on it.
• Want your work to fund nonprofits doing real work in the world, not just close deals.

Compensation

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

**Please note: All official correspondence from Fundraise Up will exclusively originate from the @fundraiseup.com domain. Exercise caution and ensure the authenticity of emails claiming to be from our company.***

We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, gender, sexual orientation, gender identity or expression, age, national origin, disability, or any other characteristic protected by applicable law in the countries where we operate.