The posting
At this time, priority will be given to applicants based in Phoenix, AZ who are open to hybrid work, over fully remote candidates.
ABOUT VIRTUOUS CRM+
Virtuous CRM+ is the core fundraising and donor management platform that powers thousands of nonprofit organizations. As the flagship product within Virtuous, CRM+ is the system of record - and increasingly, the system of intelligence and action - for how mission-driven organizations manage donor relationships, run campaigns, and grow revenue. CRM+ is the foundation for the rest of the Virtuous ecosystem.
We've built a category-defining CRM that nonprofits trust. Now we need someone to turn that trust into the next chapter of growth: a truly open, AI-native platform that nonprofit teams build their entire operation on.
POSITION SUMMARY
CRM+ is a mature, market-leading business with strong retention and a loyal customer base. We're looking for a General Manager to own the full business and drive significant growth - while holding the line on what makes this business great: happy, loyal customers. This role includes a mandate to maintain the customer trust that got it here. While at the same time, continuing to transform the platform to meet the needs of our new AI-native world.
Your primary focus will be the health, innovation, and growth of the core CRM+ business - new logo acquisition, expansion within the existing base, and retention - while also serving as the driver of innovation toward our headless, API/MCP-first, agentic workflow-driven, AI-native architecture.
This is a rare role because you'll operate with the autonomy of a business owner over a scaled, profitable business, backed by the infrastructure, brand, and customer base of an established platform leader. You won't manage every function directly (sales, engineering, support, marketing, etc all have functional homes), but you will set the strategy, own the outcomes, run the product team, and be the connective tissue that makes CRM+ the platform the rest of the business is built on.
This role is for a leader who can operate a mature business with rigor and discipline, while also having the vision to lead its transformation into the AI future of SaaS.
WHAT YOU'LL OWN
PRODUCT VISION & ROADMAP
- Own the product roadmap and long-term vision for CRM+, including how the platform evolves from a best-in-class CRM into the open, headless, AI-native foundation of the Virtuous ecosystem
- Champion the continued shift to an AI-native architecture, ensuring every action, workflow, and data point in CRM+ is available through our Agentic AI tools or accessible programmatically and through AI tools like Claude, ChatGPT, and Copilot
- Partner with engineering to prioritize investment across core CRM capabilities, Natural Language Analytics and AI Chat, and the emerging Agents and Agentic Workflow platform (Prospect Research Agent, Page and Form Builder, Email Builder, and future agents)
- Serve as the voice of the customer, ensuring roadmap decisions are grounded in real fundraiser and administrator workflows, not just technical possibility
- Set and track product KPIs that connect platform investment to retention, expansion, and new-logo revenue
GO-TO-MARKET STRATEGY
- Define and continuously refine the GTM motion for CRM+ across new logo acquisition, expansion, and renewal - including ICP definition, channel mix, sales cycle design, and pricing/packaging strategy for a maturing platform
- Partner with CRO, VP of Marketing, and sales leadership to set pipeline and expansion targets, and to remove friction across the buyer and customer journey
- Own the strategy for platform-led growth: positioning CRM+'s new capabilities as a distribution and expansion lever
- Refine the playbook for cross-sell and upsell across the broader Virtuous eco-system in close partnership with those business unit leaders
- Identify and develop strategic partnerships (CRM ecosystem players, consulting firms, platform partners) that accelerate distribution and retention
MARKET PRESENCE & THOUGHT LEADERSHIP
- Make CRM+ the most trusted and technically credible platform in fundraising, donor management, and agentic workflow automation.
- Orchestrate a content and thought leadership strategy, in conjunction with Marketing and the Chief AI Officer, that educates the market on the AI future of CRM
- Cultivate relationships with nonprofit influencers, consultants, systems integrators, and Virtuous partners who shape how organizations evaluate and adopt fundraising technology
- Be a public-facing voice for CRM+ at industry events and in media, particularly on the future of AI-powered fundraising infrastructure
BUSINESS PERFORMANCE
- Own the CRM+ P&L and report on key business metrics to Virtuous leadership
- Co-own annual and quarterly targets for ARR, NRR/GRR, pipeline, and customer health with the CRO and CCO
- Build a culture of accountability across a cross-functional team that doesn't formally report to you
- Identify resource gaps and revenue opportunities and make the case for investment when the business requires it
YOU MUST HAVE
- 7+ years of experience in B2B SaaS, with meaningful exposure to GTM, product strategy, or general management of a scaled software product
- Demonstrated ability to grow an existing revenue base while protecting or improving retention - you know how to balance new growth against churn risk
- Strong commercial instincts. You can intuit customer needs, diagnose pipeline and retention issues, and design fixes across product, pricing, and go-to-market
- Comfort operating a platform business. Thinking in terms of integrations, ecosystems, and partner/developer motions, not just direct sales
- Experience working with or selling to nonprofits, higher education, or mission-driven organizations is a plus
- Exceptional communicator (writing, on Zoom, and on stage)
- Comfortable operating with dotted-line authority. You lead through influence and clarity, not org chart position
- Bias for action balanced with the discipline required to run a mature business while pushing innovation forward.
NICE TO HAVE
- Experience with AI-first SaaS products, especially agentic or AI-native platforms
- Familiarity with CRM platforms common in the nonprofit sector (Salesforce NPSP, Blackbaud, etc.)
- Prior experience working closely with nonprofit teams
WHY THIS ROLE
- A proven, durable business. CRM+ is a market leader with strong retention, good growth and a loyal customer base. You're scaling something that already works.
- Platform-defining moment. CRM+ is becoming the open, AI-native foundation for the entire Virtuous ecosystem. We expect to become the Agentic AI System of Action for nonprofits. This should be a redefining moment for the business and the sector.
- Category tailwinds. AI adoption in the nonprofit sector is accelerating, and CRM+ is positioned to lead it.
- Virtuous platform advantage. You have distribution, credibility, and infrastructure behind you from day one.
- High autonomy, high impact. Own a large business with a clear path to triple revenue and make real decisions with agency.
- Mission that matters. Helping nonprofits raise more money and operate more efficiently means more good gets done in the world.
ABOUT US
Virtuous software is powering the world’s leading nonprofits and inspiring a new generation of generosity.
At Virtuous, we believe generosity has the power to transform the world - and so we are on a mission to create $10B in net new generosity by helping nonprofits better connect with and inspire their donors.
Our talented team is hungry, humble, and committed to delivering best-in-class software solutions, customer success interactions, and sales experiences to the nonprofit community.
Our values are more than just a poster on the wall. Instead, our mission and values are precisely why candidates choose Virtuous. Our core values are:
1. Build Better: We build audacious ideas to accelerate philanthropy and dismantle the status quo.
2. Display Radical Generosity: We are generous with our time & talent as we serve our team and the nonprofit community.
3. Stay Humble & Enjoy the Journey: We take our work seriously, but we don't take ourselves too seriously.
Virtuous should act as a career accelerator for everyone on our team. Team members should look back at their time at Virtuous as one of the most productive and stretching seasons in their professional lives. This means that working at Virtuous isn't for everybody. It is for the select few who are ready to do hard things and build something truly great.
If this sounds like you, we’d love for you to apply!
WHAT WE OFFER
- Market competitive pay leveraging Carta data
- Employee recognition through Bonusly (birthdays, anniversaries, achievements, etc.)
- 401(k) retirement plan with company matching- 50% match up to 6% of compensation after 90 days
- We value our employee’s work-life balance and encourage taking advantage of Unlimited PTO
- Supportive time off including paid volunteer days and company holidays
- Employer-contributed healthcare benefits, encompassing medical, dental, and vision coverage, with plans available for dependents and choices for Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).
- 12 weeks primary parent leave, 4 weeks secondary parent leave - full pay (adoption as well)
- We pride ourselves on Community and host exciting company outings and events.
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