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 Fundraise Up is seeking a VP of Sales, SMB & Mid-Market to architect and scale a world-class revenue engine for our high-velocity segments. This is an impact-focused leadership position centered on building repeatable, data-driven sales motions that empower nonprofits globally. As a systems thinker and disciplined operator, you will be responsible for the end-to-end performance of our SMB and Mid-Market acquisition strategy, transforming market potential into predictable ARR. You will lead a team of managers and individual contributors, fostering a culture of high performance, accountability, and continuous optimization. This role reports to the executive leadership team and serves as a critical bridge between Marketing, RevOps, and Product to ensure our platform remains the gold standard for seamless, accessible digital giving. Key Responsibilities Drive the revenue strategy for SMB and Mid-Market segments to achieve ambitious new business and expansion targets. Scale and lead a high-growth organization of 15-25 team members including Managers and Account Executives. Design and implement repeatable, high-velocity sales playbooks that reduce friction and shorten sales cycles. Maintain rigorous forecasting accuracy and pipeline health through disciplined use of CRM data and operational cadence. Collaborate with Marketing to refine Ideal Customer Profile (ICP) targeting and optimize lead-to-opportunity conversion rates. Architect territory design and coverage models that maximize market penetration and resource efficiency. Develop and mentor frontline sales managers, building a robust leadership pipeline within the sales organization. Partner with Product teams to provide market feedback on SMB and Mid-Market use cases, influencing the product roadmap for these segments. Establish clear KPIs and accountability frameworks that align individual performance with broader company growth objectives. Work closely with Customer Success to ensure seamless handoffs and identify early signals for account expansion. Lead the adoption of sales technology and RevOps infrastructure to automate manual tasks and improve team productivity. Foster an inclusive, high-performance culture that prioritizes professional growth and 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. You should already be using AI meaningfully in your work and understand where it adds value and how it can improve the way you operate. Skills and Qualifications Extensive experience leading B2B SaaS sales organizations with a specific focus on high-velocity motions for smaller client organizations 10–15+ years in B2B SaaS sales, with 5 - 8+ years leading managers Proven track record of managing and developing other people managers in a scaling environment Deep expertise in funnel optimization and conversion analytics within the SMB or Mid-Market space 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 sales strategies Experience managing…