Virtuous is on a mission to inspire global generosity by helping nonprofits build better relationships with their donors. We offer a modern software platform that provides mid-sized charities with elegant tools for fundraising, marketing, volunteerism, and online giving.
Our talented team is driven to disrupt the status quo in the nonprofit sector. We are hungry, humble, and committed to delivering best-in-class software solutions, customer success interactions, and sales experiences to the world’s leading nonprofits
We also recognize the importance of giving back and making a difference in the communities where we live and work. That's why we practice radical generosity by volunteering at nonprofits or going the extra mile for our team and the customers we serve. We take our work seriously, but we don’t take ourselves too seriously. We believe that life is too short not to love what you do.
The ideal candidate for Virtuous embodies our values by:
Asking questions with a spirit of curiosity
Giving feedback freely with candor & grace, welcoming it in return
Displaying a passion for philanthropy and technology
Serving with joy. Everyone is willing to make the coffee!
Celebrating the wins & milestones of others
Assuming good intent & demonstrating trust in others
Pursuing relationships with people different from themselves & creates space to be human
Find our core values & more here.
The Director of Partnerships is responsible for leading and executing Virtuous’s partnerships strategy, combining high-level strategic ownership with hands-on relationship management. Reporting to the CRO, this role plays a critical part in accelerating pipeline creation, supporting the go-to-market and CX teams, expanding market awareness, and influencing Virtuous’s product integration roadmap.
This is a player-coach role. The Director of Partnerships will manage and develop a team of Partner Managers while also directly owning and nurturing a set of Virtuous’s most strategic partner relationships. Success in this role requires an enterprise seller mindset, strong prioritization, and a willingness to operate both strategically and tactically to drive measurable business outcomes.
Develop, execute, and operationalize a partnerships strategy that drives Virtuous’s subscription revenue growth and market expansion
Apply an 80/20 approach, prioritizing the partners and relationships that generate outsized impact and long-term strategic value
Regularly assess partner performance and portfolio health to ensure focus and resource alignment
Lead, coach, and scale a high-performing team of Partner Managers with clear expectations and accountability
Act as a player-coach, balancing team leadership with direct ownership of key strategic partner relationships
Personally manage executive-level relationships with Virtuous’s most impactful partners
Set the standard for partner engagement, communication, and execution across the partnerships team
Identify, recruit, negotiate, and grow partnerships with:
Technology and integration partners
Nonprofit-focused agencies and service provider
Fundraising consultants
Build clear partner value propositions and engagement models that support co-selling, services alignment, and customer outcomes
Own ongoing partner communications, including enablement, updates, shared planning, and performance reviews
Lead QBRs and strategic planning sessions with key partners
Ensure partners are aligned to Virtuous’s positioning, GTM motion, and customer success expectations
Think and operate like an enterprise seller—anchored in customer outcomes, ROI, and long-term value creation
Partner closely with Sales on deal strategy, co-selling motions, and partner-sourced and partner-influenced opportunities
Step directly into deal execution alongside Sales and Partner Managers when partner involvement is critical to winning or expanding accounts
Partner internally with Sales, Marketing, Customer Experience, and Product to ensure partnership initiatives are aligned and effectively executed
Work with Marketing on partner campaigns, events, and co-marketing initiatives
Collaborate with CX to ensure partners support strong implementations, retention, and expansion
Influence Product integration priorities and roadmap decisions based on partner and market insights
Stay informed on trends in nonprofit technology, fundraising, and adjacent SaaS ecosystems
Identify partnership opportunities that create differentiation and competitive advantage
Represent Virtuous at industry conferences, partner events, and in-market activities
Establish and track clear KPIs to measure partner performance, pipeline contribution, and revenue impact
Hold both the partnerships team and personally owned partner relationships accountable to outcomes
Use data-driven insights to continuously refine partnership strategy and execution
Travel approximately 20% to support in-market partner engagement, including in-person visits, QBRs, conferences, and joint in market events to drive awareness and pipeline
Bachelor’s degree in business, marketing, or a related field
6–10 years of experience in partnerships, sales, marketing, business development, or related roles, preferably in B2B SaaS or nonprofit technology
Experience driving measurable impact against primary goals of Partner Influenced ARR, Company ARR, and Company Pipeline, while maintaining a strong focus on NRR, Retention, Win Rate, and ASP of partner-influenced customers and deals.
Strong communication, presentation, and relationship-building skills
Strategic, outcomes-focused thinker with the ability to prioritize and execute with discipline
Experience working cross-functionally with sales, marketing, CX, and product teams
Prior people leadership experience preferred
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.
We’ve recently noticed an increase in recruitment scams where individuals are impersonating recruiters to obtain personal or financial information through fraudulent interviews and job offers.
Please note that all legitimate communication from Virtuous will only come from the @virtuous.org domain. If you receive a message from other domains, even if they look similar (e.g., virtuouscareers.org or virtuousjobs.com), they are not legitimate and we recommend disregarding it immediately.
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Understand the required skills and qualifications, anticipate the questions you may be asked, and study well-prepared answers using our sample responses.
Director of Partnerships Q&A's