Strategic Account Manager

US Salary Range: $65,000 - $70,000 ; $135k - $140k on-target earnings

Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com.

The Strategic Account Manager is responsible for managing and expanding a portfolio of growth-minded nonprofit customers. This role goes beyond traditional customer success by carrying a clear mandate to drive measurable revenue growth and fundraising success within existing accounts. The Strategic Account Manager will serve as a trusted advisor to customers while identifying and executing opportunities to increase event volume and program expansion, drive feature adoption to grow engagement and processing dollars, expand subscriptions and platform utilization, and cross-sell additional OneCause and Bonterra solutions, including DonorDrive and other portfolio products. This role requires a seasoned, commercially minded, and data-driven customer relationship professional who can prioritize their book of business based on growth potential, build strategic account plans, and execute measurable expansion strategies while maintaining strong customer health and retention.

Essential Functions

• Own and grow a portfolio of Strategic Accounts, serving as the primary relationship owner and revenue expansion lead.

• Develop and execute focused account plans aligned to annual growth targets, identifying expansion opportunities across events, adoption, processing volume, subscriptions, and additional Bonterra solutions.

• Prioritize accounts based on growth potential and engagement signals, directing effort where impact and ROI are highest.

• Lead executive business reviews that align fundraising strategy with platform capabilities and surface forward-looking expansion opportunities.

• Partner with Sales to drive upsell and cross-sell motions, leveraging Salesforce, Gainsight, and performance data to inform forecasting and action plans.

• Collaborate cross-functionally to remove growth blockers, improve adoption, and scale best practices that drive retention and expansion.

Knowledge, Skills & Abilities

• Demonstrates strategic account management by prioritizing accounts based on growth propensity, leading revenue-focused conversations with confidence, and using data-driven insights from Salesforce and Gainsight to inform expansion strategies and customer recommendations.

• Drives revenue expansion within existing accounts by growing processing dollars, increasing event volume, accelerating feature adoption, and executing cross-sell motions, directly contributing to Bonterra's growth objectives while improving nonprofit fundraising outcomes. Success will be measured by revenue retention, account expansion revenue, processing dollar growth, feature adoption rates, cross-sell attach rate for DonorDrive and Bonterra solutions, and executive relationship depth.

Required Minimum Qualifications

• Proven track record of managing strategic accounts with measurable revenue growth outcomes.

• Demonstrated success in upsell, cross-sell, or expansion within existing customers.

• Strong understanding of nonprofit fundraising models, events, and peer-to-peer strategies.

• Ability to prioritize a large book of business based on revenue potential and risk.

• Commercial acumen and comfort leading revenue-focused conversations.

• Excellent executive communication and relationship-building skills.

• Self-starter who thrives in an evolving, high-growth environment.

Preferred Qualifications

• 3-5 years of experience in customer success, account management, or strategic sales within SaaS or nonprofit technology.

• Direct experience with nonprofit fundraising practices or mission-driven organizations.

• Experience developing and executing strategic account plans with defined growth targets.

• Proficiency with Gainsight, Salesforce, and customer analytics or business intelligence platforms.

• Demonstrated ability to build and maintain executive-level relationships within enterprise or strategic accounts.

At this time, we are unable to consider candidates who require current or future sponsorship for employment authorization.

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At Bonterra, we're innovating with a higher purpose: to increase giving to 3% of US GDP by 2033, creating $573 billion more in global impact every year. At Bonterra, we foster an inclusive, equitable culture where every team member belongs and contributes to meaningful impact. Read more about our values and culture here.

We offer a comprehensive benefits package that supports your health, well-being and growth - explore full details here.

Compensation and benefits for this role apply to full-time employees in the United States and may vary based on local standards, laws and norms. Pay is determined by location, skills, experience, and education, and is one part of Bonterra's total rewards package, which may also include bonuses, incentives, equity, and a comprehensive benefits program.

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At Bonterra, we are proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We provide equal employment opportunities without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, veteran status, or any other characteristic protected by law.

If you require a reasonable accommodation during the application process, please submit a request.