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Director, Customer Development

Director, Customer Development

Full-Time, Exempt position in San Francisco, California - Remote employees will be considered


We’re a high-impact, global nonprofit social enterprise that believes in using technology for the greater good. Since 1987, we’ve been building partnerships and alliances with individuals, corporations, nonprofits, and governments across the globe – all committed to helping nonprofits fully access the profound power of technology and a connected world — and use it to improve lives.

But we won’t stop there: as technology and global needs change, so do we. We’re creating new, community-driven platforms and mobile apps and are enhancing our offerings so that nonprofits around the world have the resources they need to build a brighter future for millions of individuals.

We’re innovators, leaders, influencers, social entrepreneurs, and technologists drawn together by a shared vision: to make the world a better place through technology. Join us!



As our NGO sales lead, you will be a technology “Evangelist” responsible for supporting nonprofits in determining the technical solutions, services, and skills they need in order to increase their technical capacity and further their mission objectives. The ideal candidate will be well-versed in sales with a passion for strategy. We are looking for an experienced team leader that wants to build and grow the sales function within TechSoup and help scale the program in collaboration with our Global Partner Network. 

The twist? Landing a business opportunity is not only measured in revenue - but in the impact that we can create for nonprofits. We seek a candidate who has the background of sales and is excited to build out a “sales” practice with a different goal and outcome in mind. We want to make sure organizations are adopting solutions that will help them meet their mission objectives.

We are looking for a candidate that is excited to create a new practice at our nonprofit and grow the team to engage with nonprofits in a more dedicated manner. The perfect candidate is looking for a new challenge and is motivated by mission.


Duties and Responsibilities 

  • Build a sales program that leverages consultative selling strategies and foster a deep understanding of buyer needs to offer the best solution/bundle possible for organizations
  • Create and execute sales “playbooks” that incorporate technical products, cloud licenses, services, and courses to nonprofit organizations
  • Drive marketing efforts to ensure appropriate Above the Funnel (ATF) activities are taking place, and therefore providing steady qualified lead queue
  • Manage all qualified leads via email, phone call, or other defined outreach methods, to better understand the customer’s technological needs and opportunities.
  • Develop program knowledge and product/service expertise in order to effectively support the consultative sales process within strategic accounts
  • Create and implement defined processes and standards for engaging nonprofits and moving them through a process of prospecting, qualification, consultation, and ultimate solution proposal
  • Develop and implement sales enablement assets and activity including content development, lead nurturing campaigns, outreach events
  • Build a small team of evangelists to drive more adoption of technology to help nonprofits accelerate their own mission objectives
  • Work across teams at TechSoup to share customer feedback, solicit insights on customers, learn about new products and solutions that are available to organizations
  • Serve as the voice of the customer to advocate for enhancements to the user journey and experience, and to recommend needed services and courses.
  • Establish and build relationships with key decision makers and economic buyers
  • Work with technical and program teams to develop solutions for complex customer scenarios 
  • Identify strategic accounts for possible bulk handling


  • A proven sales hunter and closer with experience using consultative-selling methods
  • Experience with leading sales teams and establishing operational tools and metrics, and motivating for shared goals
  • 5+ years selling software or related service; Proven track record of sales excellence
  • Experience - 3+ years of success in complex technical engagement management and/or program management required
  • Experience with cloud and hybrid infrastructures, architecture designs, subscription models and migrations preferred. Knowledge of market trends and competitive insights preferred. 
  • Experience establishing trusted advisor relationships and leading discussions with various partners and executives
  • Demonstrated ability to understanding the ecosystem of cloud services products, software sales cycles, and associated strategies and tactics
  • Strong customer orientation and service skills.
  • Excellent interpersonal, presentation, written, and verbal communication skills
  • Effective time management & multi-tasking skills
  • Proactive and energetic approach, flexible 
  • Strong alignment with TechSoup’s core values: Promote Trust, Courage, Be Resourceful, Strive for an Equitable Planet, Be Relevant, Inspire
  • Excited about taking for-profit expertise and applying in a nonprofit environment


  • Bachelor’s degree or equivalent work experience

TechSoup is an Equal Opportunity Employer and is committed to ensuring that all employees and applicants receive equal consideration and treatment, regardless of race, color, creed, gender (including gender identity or gender expression), religion, marital or domestic partner status, age, national origin or ancestry, physical, mental or medical disability, sex, sexual orientation, citizenship, military service status, veteran status, or any other characteristic protected by state or federal law or local ordinance.

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