Competencies

• Pipeline instinct: you know how to find the right organisations, spot buying signals early, and keep deals moving — without being pushy or transactional
• Sector intelligence: you approach every prospect as a fundraising professional, not just a sales target — you understand their world, their language, and what success looks like for them
• Resilience and energy: you treat rejection as data, not defeat — you recover quickly, iterate intelligently, and maintain high-quality outreach even when the pipeline feels tough
• Commercial accountability: you own your number — you track your own performance, identify gaps before they become problems, and take direct responsibility for your pipeline and results
• Presentation excellence: you deliver presentations introducing Funraisin to charities along with demonstrating key parts of the technology.

What you will do

This role has four core ownership areas. Across each, you will be supported by a sales leadership team and marketing function that are deeply invested in Funraisin’s commercial success.

1. Outbound Prospecting & Lead Generation

• Own the top of the funnel — proactively identify, research, and contact nonprofit organisations that are a strong fit for Funraisin’s platform, with a focus on peer-to-peer fundraising, Giving Days, appeals, and digital campaign programmes.
• Build and execute high-quality outbound sequences across email, LinkedIn, phone, and sector events — crafting messages that are personalised, sector-informed, and genuinely compelling to fundraising professionals.
• Work closely with Marketing to align outbound activity with inbound campaigns, content programmes, and event-driven moments that create pipeline momentum.
• Maintain a deep and current understanding of Funraisin’s ideal customer profile across segments — including mid-sized national charities, large federated organisations, health foundations, and cause-based campaign platforms.
• Represent Funraisin at nonprofit sector events, conferences, and digital communities — building brand presence and sourcing pipeline through genuine relationship-building.
• Keep the CRM accurate, current, and actionable — logging all prospect activity, tracking outreach sequences, and ensuring pipeline data is reliable for forecasting.

2. Lead Qualification & Pipeline Management

• Qualify every inbound and outbound lead rigorously — assessing fit against Funraisin’s ICP, identifying the decision-maker landscape, and determining readiness, urgency, and budget authority before advancing to demo.
• Conduct structured discovery conversations that uncover the prospect’s current fundraising challenges, technology setup, campaign goals, and organisational decision-making process.
• Manage a clean, well-staged lead generation pipeline with accuracy, and documented next steps — maintaining the discipline that allows both you and the sales leadership team to forecast with confidence.
• Collaborate with respective sales team, Customer Success to identify expansion opportunities within the existing customer base — surfacing adjacent programmes, new campaign types, or untapped departments within current accounts.
• Triage and respond to inbound leads quickly and intelligently — ensuring no qualified prospect falls through the cracks and every initial contact reflects Funraisin’s professionalism and sector credibility.
• Use AI-assisted research and outreach tooling to increase the quality and efficiency of prospecting — spending more time on high-fit organisations and less time on manual data gathering.

3. Product & Consultative Selling

• Become a deep Funraisin product expert — understanding the platform’s full capability across peer-to-peer, Giving Days, Individual Giving, appeals, virtual events, and AI-powered fundraising features.
• Be a product expert and knowledgeable in the sector to be able to create compelling wedge plays to move leads forward to demo and close.
• Be able to provide support in design and delivering compelling, tailored product demonstrations that speak directly to each organisation’s fundraising goals, pain points, and digital maturity — not a generic platform walkthrough.
• Act as a trusted advisor during the sales process — asking the right questions, listening carefully, and connecting Funraisin’s capabilities to outcomes that matter to the prospect’s fundraising team and leadership.
• Handle objections with confidence and sector expertise — whether they relate to platform switching costs, integration concerns, implementation timelines, or comparisons with competing solutions.
• Follow up every lead with precision — sending tailored proposals, relevant case studies, and clear next-step frameworks that keep the deal moving forward without pressure.
• Continuously improve your lead generation and qualification approach based on feedback, win/loss analysis, and evolving product capabilities — always raising the bar on what a great qualified ICP Funraisin lead looks like.

4. Lead Conversion & Commercial Execution

• Build multi-threaded relationships within target accounts — engaging fundraising managers, digital leads, heads of fundraising, and C-suite stakeholders across the buying process.
• Meet and exceed monthly, quarterly, and annual targets across demos booked, pipeline generated, and revenue closed — tracking your own performance with the same rigour you apply to your pipeline.
• Share deal intelligence back into the business — contributing competitive insights, objection patterns, and prospect feedback that improve Funraisin’s GTM positioning, product roadmap, and sales playbooks.

What this role is NOT

• This is not a role for someone who wishes to make 50+ calls a day or is used to an unlimited amount of prospects.
• This is not a role for someone who is waiting to be handed a warm list and asked to follow up. Funraisin’s Charity Development Specialist is expected to go and find the pipeline — to research, reach out, qualify, demonstrate, and close.
• This is also not a role for someone who sees the nonprofit sector as a stepping stone to ‘real’ enterprise sales. Our customers are doing important work. The best Charity Development Specialist at Funraisin will genuinely care about making a difference in the world.