Enterprise Development Representative

Classy, an affiliate of GoFundMe, is a Public Benefit Corporation and giving platform that enables nonprofits to connect supporters with the causes they care about. Classy's platform provides powerful and intuitive fundraising tools to convert and retain donors. Since 2011, Classy has helped nonprofits mobilize and empower the world for good by helping them raise over $7 billion. Classy also hosts the Collaborative conference and the Classy Awards to spotlight the innovative work nonprofits are implementing around the globe. For more information, visit www.classy.org.

Are you a hyper-organized, personable, and hard-working individual who is looking to challenge yourself in new ways? The Classy sales team is hiring and looking for the cream of the crop! A successful Enterprise Sales Development Rep (EDR) has exceptional communication skills and is a strategically minded individual with a strong mental flexibility to adapt to change. Above all else an EDR is determined to succeed.

Enterprise Sales Development Reps are the front line of the enterprise sales process. The core function of an EDR is identifying key contacts and understanding the fundraising pain points of the largest nonprofits in the United States. EDRs then build a plan to engage these organizations and ultimately own the execution of that plan. Enterprise Sales Development Reps are measured by their ability to multi-thread various departments within organizations in order to build relationships, generate pipeline, run discovery calls, and execute a seamless handoff of qualified prospects to the Account Executive team. Success in this role is obtained by working closely with Enterprise Account Executives to strategically target accounts and exceed monthly, quarterly, and yearly pipeline goals. EDR’s handle pressure in stride, all while working in an environment that is dedicated to ensuring individual and team success. EDR’s and Account Executives are true partners in every aspect of their shared business, thus giving EDR’s a unique opportunity to develop their soft skills and sales acumen under the guidance of senior sales reps. The level of business and professional growth within this role is unmatched.  

The job.. 

• Build Account Plans that identify key areas of entry into accounts and show an understanding of the technology, contacts, and fundraising initiatives at these nonprofits

• Use multiple channels and approaches to obtain a minimum of 50 outreach activities a day to nonprofit organizations within your provided territory

• Work with marketing to plan creative strategies (events, mailers, conference engagement, and more) to engage your accounts

• Methodically qualify, build, and forecast an accurate sales pipeline in Salesforce using MEDDIC

• Accurately document and track all activities in Salesforce 

• Consistently surpass your monthly quotas through hard work, a proactive approach to growth, and implementing feedback

• Thrive on change while remaining highly organized, optimistic, and coachable

• Become an expert in online fundraising - asking insightful questions, overcoming objections and understanding your client’s needs will be critical to your success.

You…

• You have an appetite for learning!  You might watch TED Talks for fun, are keen on turning training and feedback into action, and practice continuous proactive self-improvement

• Problems don’t intimidate you and you’re self-motivated to improve systems. You might see a process and say “I can make this better”

• Bringing new, creative ideas to the table excites you. You’re not scared away by a blank slate and have a willingness to collaborate with team members to brainstorm new outreach ideas

• You are committed to a high standard of integrity and work ethic

• You’re an excellent listener, assertive, persistent, and persuasive - show us your grit!

• You might own a doormat or a coffee mug that reads “hustle” because you thrive off surpassing goals. 

• You are adaptable and can think on your feet. When faced with new challenges, or tough conversations, failure simply isn't an option

• You are hyper-organized and cannot tolerate things “slipping through the cracks” 

• 1+ years of inside sales or relevant experience (selling over the phone/web preferred)

• Outbound prospecting experience

• Excellent communication skills & a professional telephone presence - No fear of the phones!

• Experience navigating through organizations to reach decision makers  

• High level of emotional intelligence  

• Positive attitude and a drive to win

• Technically savvy 

Preferred…

• A background or prior experience in Operations

• Previously trained in consultative / value based selling

• Experience using a CRM (preferably Salesforce) and sales engagement and automation software (Such as: Salesloft, LinkedIn Sales Navigator, Zoominfo, Chorus)

• Bachelor's Degree

Why you’ll love it here: 

• Market competitive pay.

• Rich healthcare benefits including employer paid premiums for medical/dental/vision (100% for employee-only plans and 85% for employee + dependent plans) and employer HSA contributions. 

• 401(k) retirement plan with company matching.

• Hybrid workplace with fully remote flexibility for many roles.

• Monetary support for new hire setup, hybrid work & wellbeing, family planning, and commuting expenses.

• A variety of mental and wellness programs to support employees.   

• Generous paid parental leave and family planning stipend.

• Company provided life and disability coverages.

• Supportive time off policies including vacation, sick/mental health days, volunteer days, company holidays, and a floating holiday.

• Learning & development and recognition programs.

• “Gives Back” Program where employees can nominate a fundraiser every week for a donation from the company.

• Inclusion, diversity, equity, and belonging are vital to our priorities and we continue to evolve our strategy to ensure DEI is embedded in all processes and programs at GoFundMe. Our Diversity, Equity, and Inclusion team is always finding new ways for our company to uphold and represent the experiences of all of the people in our organization.

• Employee resource groups.

• Your work has a real purpose and will help change lives on a global scale.

• You’ll be a part of a fun, supportive team that works hard and celebrates accomplishments together. 

• We live by our core values: impatient to be great, find a way, earn trust every day, fueled by purpose.

• We are a certified Great Place to Work, are growing fast and have incredible opportunities ahead!

The expected US salary range for this position is $71,000 - $96,000, which may include potential sales incentive payments, + equity + benefits.  As this is a remote position, the salary range was determined by role, level, and possible location across the US. Individual pay is determined by work location and additional factors including job-related skills, experience, and relevant education or training. 

Your recruiter can share more about the specific OTE structure for this position during the hiring process. 

If you require a reasonable accommodation to complete a job application or a job interview or to otherwise participate in the hiring process, please contact us at accommodationrequests@gofundme.com

Dedication to Diversity 

GoFundMe and Classy are committed to leveraging Diversity, Equity, Inclusion, and Belonging to cultivate a culture that embraces and supports the unique identities, experiences, and perspectives of our people and customers.

Our diversity recruiting priority is recognized under our first DEIB Driver: Opportunity Foster Diversity - we identify, recruit, and invest in top talent- ensure our people reflect the unique identities, experiences, and perspectives of the communities we serve and are all given the chance to grow.

Global Data Privacy Notice for Job Candidates and Applicants:

Depending on your location, the General Data Protection Regulation (GDPR) or certain US privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available here. By submitting your application, you are agreeing to our use and processing of your data as required. 

Learn more about GoFundMe:

We’re proud to partner with GoFundMe.org, an independent public charity, to extend the reach and impact of our generous community, while helping drive critical social change. You can learn more about GoFundMe.org’s activities and impact in their FY ‘23 annual report.

Our annual “Year in Help” report reflects our community’s impact in advancing our mission of helping people help each other.

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