[Hiring] Enterprise Development Representative @Bonterra

Role Description

As an Enterprise 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.

Enterprise 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.

Qualifications

• 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

Enterprise 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.

Equal Opportunity & Accommodations

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.