US Salary: $42,500 base; $45,000 commission for $87,500 OTE
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.
As an Outbound Business Development Representative, your primary responsibility is to proactively prospect nonprofit organizations, uncover fundraising challenges (“pain”), and schedule qualified conversations for Account Executives.
This is a foundational sales role with clear growth into closing positions.
About the Role
Outbound BDRs are responsible for generating new pipeline through strategic, consistent outreach.
You won’t be reading scripts or pushing product. We follow the Sandler methodology, which means:
No pressure selling
Honest, direct conversations
Mutual qualification
Focusing only on organizations that truly need our software
Your job is to start conversations, identify challenges in a nonprofit’s fundraising strategy or technology, and determine whether it makes sense to introduce them to an Account Executive.
What You’ll Be Responsible For
Cold Prospecting & Pipeline Creation
Proactively reach out to nonprofit organizations via phone, email, and social channels to initiate conversations.
Uncovering Pain
Use thoughtful questioning to identify gaps in fundraising processes, event execution, peer-to-peer strategy, donor engagement, or technology stack.
Qualifying & Disqualifying
Determine whether there is a legitimate problem, timeline, and willingness to explore change.
Scheduling High-Quality Meetings
Book well-qualified conversations for Account Executives to begin a deeper sales process.
Territory Ownership
Take ownership of a vertical or territory and build a sustainable pipeline through consistent daily activity.
CRM & Process Discipline
Maintain accurate notes, follow-up tasks, and pipeline visibility in Salesforce.
What You Bring
Comfort with Cold Outreach – You’re not afraid to pick up the phone.
Resilience & Consistency – You stay steady even when prospects say “not interested.”
Strong Conversational Skills – You can guide a business conversation naturally and professionally.
Curiosity & Problem-Finding – You enjoy digging deeper to understand real challenges.
Coachability – You’re open to learning and applying the Sandler methodology.
Goal-Oriented Mindset – You’re motivated by performance metrics and exceeding monthly & quarterly targets.
Experience in nonprofit fundraising or SaaS sales is a plus — but not required.
Why This Role Matters
Outbound BDRs fuel our revenue engine. Without you, there is no pipeline.
You are often the first touchpoint for organizations that may not yet realize they need a better fundraising solution. Your ability to uncover meaningful challenges and create trust sets the tone for the entire sales cycle.
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.
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