Sales Director

About Escalator

Escalator is an AI-first donor engagement and fundraising platform for small and mid-sized nonprofits in the US and Canada. We help lean fundraising teams turn their organization’s stories and updates into relevant donor communications, and use AI to tailor the message, timing and frequency for each supporter. Our ambition is to give nonprofits fundraising superpowers: helping them strengthen donor relationships and grow giving with the resources they have.

The opportunity

We are looking for a Sales Director who understands how small and mid-sized nonprofits evaluate and buy technology. You will own a personal new-business revenue target and the full sales cycle, from opening conversations to demonstrating the product, negotiating and closing. Working closely with the Founder, you will help establish a repeatable sales process and shape our approach to the market.

What you will do

• Build your own pipeline through targeted research, outbound email, phone outreach, LinkedIn and referrals to relevant nonprofit decision-makers.
• Lead discovery conversations to understand fundraising goals, donor communications, existing systems, budgets and the buying process.
• Deliver tailored live product demos that connect Escalator’s capabilities to each prospect’s priorities and a credible business case.
• Own proposals, objection handling, negotiation and follow-up through to signed subscription agreements and a clear onboarding handoff.
• Maintain accurate CRM records and revenue forecasts, meet agreed sales targets, and refine outreach and demos using prospect feedback.

What you will bring

• A proven record of personally selling software or technology services to small and mid-sized US nonprofits. Direct commercial sales experience with these buyers is essential.
• Evidence of meeting revenue targets and winning new customers through outbound prospecting, including deals you personally sourced and closed.
• Strong discovery and live demonstration skills: you can ask thoughtful questions, explain a product clearly and adapt the conversation to the buyer.
• An understanding of nonprofit fundraising, donor engagement, limited team capacity and the roles of development, digital and executive leaders in buying decisions.
• The judgment to explain AI in practical terms, handle questions about data and implementation, and involve technical colleagues when needed.
• Strong written communication, disciplined follow-through and the initiative to organize your work in a small, growing business.

Experience selling fundraising, CRM, email or donor engagement platforms is especially relevant. Early-stage SaaS experience and relationships in the nonprofit technology community are valuable. We welcome strong senior account executives ready to take broader ownership of a sales function.

What success looks like

You can independently run effective discovery calls and demos, maintain a qualified pipeline of suitable nonprofits, use HubSpot for accurate reporting, and convert opportunities into new recurring revenue. You contribute clear evidence about what buyers need and which sales approaches work. Revenue targets and ramp expectations will be agreed for the role.

Compensation

The application process

Send your resume or LinkedIn profile and a short example of a nonprofit sale you personally sourced and closed. Anonymized examples are welcome.

Shortlisted candidates will complete a brief discovery and product demo exercise, with preparation materials provided.

Escalator welcomes applicants from all backgrounds. We assess relevant experience, skills and results. If you need an accommodation, contact graham@escalator.digital.