Director of Client Sales at Blackbaud

| Austin
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Currently, we are looking for a strong sales leader to manage our client teams and drive significant growth for the business. This position will report into the SVP and General Manager of the GMG, Nonprofit vertical (GMG-NPV). This role directly manages 5 sales managers and they, in turn, manage approximately 50 client account executives. (CAE’s)

The primary accountability for this role is to achieve new product target goals across our portfolio, migrate existing customers to our latest solutions, and hit overall booking objectives for the GMG NPV client teams in 2019 and beyond. Additionally, we are looking for this leader to drive overall sales efficiency and increase our account executive productivity as measured by ARR/OTE. This role will partner with other key business unit resources – Marketing, Sales Enablement, Products, Professional Services, Customer Success & other sales teams to achieve these objectives. 

Other key accountabilities and activities for this role include:

Achieve Sales Booking Objectives

  • Achieve new product unit, migration, and other bookings objectives for GMG for 2019 and beyond
  • Drive overall pipeline growth strategies across all sales teams
  • Partner with marketing to develop a repeatable program that drives AE prospecting efforts in conjunction with marketing driven campaigns
  • Create key programs and strategies that will drive consistent quota achievement @ the AE level
  • Coach and measure key activity metrics, adherence to sales process and the sales leadership framework components
  • Work internally and with other GMG resources to develop win strategies and tactics for key competitors in the market
  • Work with vertical GM to establish Go-To-Market team and channel structure for 2019 and beyond
  • Work diligently with direct report sales managers to ensure our vertical and team culture drives individual and team success with opportunities to grow professionally within the organization

Hiring and Onboarding

  • Work with recruiting resources to identify and acquire sales talent both at the Account Executive and Sales Manager level
  • Ensure our recruiting strategies are proactive with a constant view of staying ahead of planned and unplanned attrition
  • Partner with Sales Enablement resources to ensure an excellent new sales employee on boarding process as well as ongoing education and resources to drive improvements in the time to productivity for all CAE roles

Drive operational effectiveness of sales teams and leaders

  • Drive adoption and execution of Sales Manager Playbook and Sales Leadership Framework (SLF) – ensure consistency across sales teams and sales leadership
  • Monitor overall sales productivity to ensure new and existing headcount are producing consistent quota achievement (70% @ 70% Program)
  • Remove inefficiencies and sales barriers to success
  • Manage and measure sales manager effectiveness
  • Drive teams toward bookings & unit goals
  • Meet product mix objectives across all teams
  • Collaborate with GMG Partners to develop short- and long-term plans to drive growth opportunities
  • Challenge the organization to explore new ideas and processes that will enable future success

Collaborate with services and success teams to ensure new client on boarding is best in class

  • Contribute to long term strategic planning of the GMG Sales Organization, particularly as it relates to client retention and renewal rates
  • Partner with product teams/resources to ensure roadmaps reflect capabilities that support client adoption rates for existing solutions and drive new product bookings
  • Work to drive collaboration across our teams to ensure our onboarding for new products and solutions is best in class

Required Experience:

  • Four-year degree from accredited University.
  • Demonstrated success leading, growing and developing sales organizations for sustained top results, particularly in B2B sales (selling to existing client base)
  • Demonstrated results of operational excellence and sales efficiency
  • Salesforce CRM and Solution Selling knowledge is preferred.

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Located in the Domain area, just steps from the Metro station and access to all that Austin has to offer!

An Insider's view of Blackbaud

What are some social events your company does?

We try to do at least one event per month that caters to all interest areas, whether that’s our Pinewood Derby, our May the 4th Be With You Movie Marathon or Progressive Potlucks, where employees tour the office to pick up different parts of the meal. We also championed having a float in the Austin Pride Parade this year for the first time ever.

Stefanie Greene

HR Manager

What kinds of technical challenges do you and your team face?

The biggest technical challenge has been around consolidating data across all of our various legacy applications. This has been as much about changing the culture and tearing down historical silos as it has been about the tech. We have made huge strides in changing the organization’s culture and moving it forward.

Steve Merritt

Senior Distinguished Engineer

How does the company support your career growth?

We have a very employee-focused environment. Our managers and team leads will often discuss career development strategies with us and offer opportunities to connect with people who can give us firsthand information about a role or experience. To help us be as successful as possible, they suit our strengths and the company's needs.

Kristin Nelson

Team Lead, Sales

How do your team's ideas influence the company's direction?

We have changed our fundamental offering from a software solution to a series of capabilities and analytics that have an immediate and measurable impact on customer outcomes. This allows our sales team to be highly consultative with clients, introduce them to a broader community and have confidence that the outcomes we promise will be delivered.

Brandon Phipps

VP of Sales and Market Development

What are some things you learned at the company?

It’s amazing how Blackbaud listens to each individual customer to cater to their needs and help them reach their goal. I have also always admired Blackbaud’s devotion to giving back to the social good and local communities. From employer-sponsored volunteer days to community grants, Blackbaud allows its employees to give back to our clients!

Andrei Rogers

Cybersecurity Engineer

What are Blackbaud Perks + Benefits

Blackbaud Benefits Overview

At Blackbaud, we know how important it is to have good, affordable health and group benefits
and a retirement program that helps you save for your future. That’s why we offer competitive benefits that
can provide protection, peace of mind, and savings. Whether it’s health care, income protection, retirement savings, or other benefits, we’ve got you covered!

Volunteer in local community
Helping good take over is fundamental to Blackbaud. It can be as simple and personal as contributing to low waste in the office or leading a food/toy drive or championing a volunteer activity.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
The B-Healthy Incentive rewards our employees for participating in important wellness activities.
Retirement & Stock Options Benefits
401(K) Matching
Match charitable contributions
Child Care & Parental Leave Benefits
Flexible Work Schedule
Vacation & Time Off Benefits
Generous PTO
We recognize the need to balance work and life priorities. Starting off, we offer 4 weeks of paid time off, with up to 6 weeks for tenured employees.
Paid Volunteer Time
Paid Holidays
Perks & Discounts
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Blackbaud recognizes that an educated workforce is a strong workforce. We offer ​a $3000 per year tuition reimbursement to assist with the costs incurred from continuing education.
Diversity Program
We are committed to creating a diverse and inclusive workplace (Recognized by Forbes in 2019) through cultural awareness and competency training programs, as well as Affinity group representation.
Lunch and learns
Promote from within
Mentorship program

Additional Perks + Benefits

Volunteer for vacation time earning an additional 3 days per year PTO.
Endless volunteer & community involvement opportunities.
Matching gifts for donations.
9 paid holidays
Inclusive work environment as recognized by as Top Company for Women Technologists.

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