The posting
About givestar
givestar is building the next generation of charitable giving. Our platform is designed to make fundraising more social, engaging and rewarding for the people raising money, the charities they support, and the events that bring them together.
While many of the world's established fundraising platforms were built more than two decades ago, givestar was created around how people use technology today: mobile-first, connected and community-driven.
And we're well beyond the idea stage.
givestar has already helped raise around $70m for charity, built a community of approximately 750,000 users, and works with major charities and fundraising events. With around 10,000 new users joining each week, the foundations are in place for the next stage of growth.
Following a $12m Series A, we're now moving from startup to scale-up. We're investing across our leadership, product, engineering and commercial teams, while accelerating our expansion into the US.
About the role
givestar is the official giving platform for more than 100 mass-participation and endurance events across North America, including marathons, half marathons, races, Spartan and Tough Mudder.
We're looking for a Charity New Business Executive to sell event-access opportunities to charities across the US. You'll help charities understand which events and packages are right for them, based on their fundraising goals, audiences and capacity.
This is a full-cycle sales role. You'll manage a high volume of opportunities, run discovery, make recommendations, put together proposals and take opportunities through to close. You'll then work with the wider team to make sure new charity partners have a smooth handover and can get started quickly.
Location: Austin, Texas
This role will initially be remote. As we continue to build our US team, we plan to establish a workspace in Austin and move towards a flexible hybrid working model. We're therefore looking for candidates who are based in the Austin area.
What you'll be doing
Sell event access
- Own a portfolio of charity prospects and customers.
- Sell event-access packages across the 100+ US events where givestar is the official giving platform.
- Help charities choose opportunities that fit their fundraising goals, audiences and capacity.
- Build relationships that lead to charities coming back for additional events and future seasons.
Build and run pipeline
- Manage and develop pipeline across inbound opportunities, partner introductions and outbound prospecting.
- Maintain healthy pipeline coverage and keep opportunities progressing.
- Keep CRM records accurate and up to date, with clear next steps across your opportunities.
- Maintain a reliable forecast and flag risks or changes early.
Run full-cycle sales
- Own the sales process from discovery through to proposal, negotiation and close.
- Run discovery conversations that get to the heart of each charity's goals, capacity, audiences and constraints.
- Recommend the right events and package mix based on what you learn.
- Put together clear proposals that explain the opportunity and commercial terms.
- Learn from wins and losses to improve conversion and sales cycle times.
Relationships and credibility
- Build trusted relationships with fundraising teams and senior nonprofit stakeholders.
- Get to know how each charity approaches fundraising and what matters to them.
- Take a consultative approach, helping charities make the right decision rather than pushing a package that isn't right for them.
- Build credibility through a good understanding of givestar's events and the wider fundraising landscape.
Handoff and insight
- Provide clear, accurate handovers so closed partners can get up and running quickly.
- Work closely with the teams responsible for activation and account management after the sale.
- Share what you're hearing from charities, including what they want, where they hesitate and which events are getting the most interest.
- Contribute talk tracks, objection handling and examples that can help improve the US sales playbook.
- Deliver against monthly, quarterly and annual sales targets.
What we're looking for
- A track record of hitting quota in a full-cycle Account Executive role, whether in SaaS, partnerships or another consultative B2B sales environment.
- Experience managing a high-volume sales pipeline, with strong prioritisation and follow-through.
- A well-organised approach to pipeline management and keeping CRM information accurate.
- Strong discovery, storytelling and negotiation skills, including working with multiple stakeholders.
- A genuine interest in nonprofits, charity fundraising, endurance or mass-participation events, or mission-driven sales.
- Comfort working remotely and managing your own time and priorities.
- An interest in helping build and improve the US sales approach while continuing to sell.
- Authorisation to work in the United States without visa sponsorship.
It would be great if you also have:
- Experience selling to US nonprofits, including fundraising, development, peer-to-peer or events teams.
- Experience selling event, challenge, race or peer-to-peer fundraising packages or charity places.
- Experience with fundraising technology or other tech-enabled services for nonprofits.
- Confidence using modern sales tools, including AI-assisted productivity tools where useful.
- Experience managing a defined territory or event portfolio with seasonal peaks.
- Experience working in an early-stage or high-growth business.
Why givestar?
givestar is at a really interesting point in its growth. There's already a product in market, a large and growing community using it, and plenty still to build.
For our Charity New Business Executive, that means joining as we're growing our presence in the US and building out our charity sales team. You'll have more than 100 event opportunities to take to market, while helping charities find new ways to reach fundraisers and raise more money.
If you're looking for a sales role where you can own the full sales cycle, build genuine relationships with charities and help shape how we grow in the US, we'd love to hear from yo
