The posting
POSITION SUMMARY
Virtuous Raise and Virtuous Volunteer are the donor-facing products in the Virtuous platform. Raise handles online giving and makes each donor's giving experience feel personal rather than transactional. Volunteer handles volunteer recruitment, scheduling, and engagement, and turns volunteers into supporters. This role owns how that story reaches the market and you drive the campaign and pipeline motion that turns that story into revenue.
This is a front-of-house role, not a back-office one. You're not the person maintaining a positioning wiki or writing internal docs; that's incidental to the job, not the job. You're the person who can stand in front of a director of development or VP of marketing and make the case, who builds the campaign that fills the pipeline, and who's in the room with Sales when a deal needs a push. Reports to the GM, Donor Experience. Embedded with the product and operations team and other go-to-market teams, and partners day-to-day with the central demand gen team. You own execution of the go-to-market motion end to end, strategy, campaign brief, sales enablement, and the pipeline number.
HOW THIS DIFFERS FROM THE PRODUCT MANAGER
The PM owns strategy, roadmap, and outcomes for the product itself: why we built it, what ships next, and org-wide enablement on what changed and why. This role owns why it matters to the market and the commercial motion around it: positioning, campaigns, pipeline, and the bookings number, in partnership with Demand and Sales. The PM explains the product. The PMM sells the story and owns the number behind it.
WHAT YOU OWN
- Go-to-market strategy. You define positioning, messaging, and the market narrative for Virtuous Raise and Virtuous Volunteer, translating what Product ships into a story that lands with directors of development and VPs of marketing.
- Pipeline and revenue. You own the pipeline and revenue goals for the unit alongside Demand and the GM, and you're accountable for them — not just a contributor to someone else's report. If pipeline or revenue is short, that's yours to diagnose and fix. Because adoption and usage are key to revenue, that means working closely with the customer marketing arm of Demand to grow adoption in the existing base, not only sourcing new pipeline.
- Campaign strategy, in partnership with Demand. You bring the audience, the message, and the campaign brief. The demand gen team brings channel expertise (paid, SDR, field, email, digital, direct mail) and executes. You don't run the channels yourself, and you don't need to; you need to know which lever to pull and hold the plan accountable to the number.
- The bookings motion, in partnership with Sales and Customer Success. You work with the field team to understand what's landing and what isn't in real conversations, and you build what they need next: competitive positioning, objection handling, proof points, pricing narrative. You show up when a deal needs air cover, and you work with Customer Success on the adoption and expansion story, since that's where a meaningful share of Raise and Volunteer revenue comes from.
- Launches. When Virtuous Raise or Virtuous Volunteer ships something that matters to the market, you own the go-to-market plan for it: audience, message, channel plan, and how Sales talks about it. You partner with the PM on what shipped and why; you own how the market hears about it.
- Market and competitive intelligence. You track how Virtuous Raise and Virtuous Volunteer are positioned against competitors, and make sure that intelligence shapes campaigns and sales conversations, not just a battlecard nobody opens.
HOW YOU WORK
- Front of house by instinct. You'd rather be in the room with a prospect or customer than updating Notion docs.
- Commercially minded. You think in pipeline, attach, win rate, and bookings, not just launches shipped.
- AI-forward operator. You use AI tools as a default part of research, content development, and campaign build, and you have a point of view on what should stay human versus what AI should accelerate.
- Partnership without authority. You don't own Demand's channels or Sales's quota, and you get results anyway, by bringing them a plan worth executing.
- Product-fluent, not product-owning. You go deep enough on Virtuous Raise and Virtuous Volunteer to be credible with customers and prospects, but you're not writing requirements or making roadmap calls.
YOU MUST HAVE
- 5+ years in product marketing, demand/campaign marketing, or a hybrid GTM role at a B2B SaaS company, with real accountability for pipeline or bookings
- Experience owning go-to-market strategy for a product or product line end to end: positioning, messaging, campaign strategy, sales enablement
- Comfort partnering with a channel-execution team (paid, SDR, field, email, direct mail) without running those channels yourself
- A track record of being in front of prospects, customers, or analysts
- Exceptionally organized — a strong project planner and manager, and something of a cat-herding savant when it comes to keeping Product, Sales, and Demand moving on the same campaign
- Fluency with AI tools as part of your everyday research, positioning, and content workflow
- Comfort with ambiguity and a lean team
- Nice to have: experience in nonprofit tech, higher ed, or another relational, long-sales-cycle vertical; experience building a PMM function from scratch.
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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