General Manager, CRM +

Job description

ABOUT US 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 https://virtuous.org/company/about/. At this time, priority will be given to applicants based in Phoenix, AZ who are open to hybrid work, over fully remote candidates. ABOUT VIRTUOUS CRM+ Virtuous CRM+ is the core fundraising and donor management platform that powers thousands of nonprofit organizations. As the flagship product within Virtuous, CRM+ is the system of record - and increasingly, the system of intelligence and action - for how mission-driven organizations manage donor relationships, run campaigns, and grow revenue. CRM+ is the foundation for the rest of the Virtuous ecosystem. We've built a category-defining CRM that nonprofits trust. Now we need someone to turn that trust into the next chapter of growth: a truly open, AI-native platform that nonprofit teams build their entire operation on. POSITION SUMMARY CRM+ is a mature, market-leading business with strong retention and a loyal customer base. We're looking for a General Manager to own the full business and drive significant growth - while holding the line on what makes this business great: happy, loyal customers. This role includes a mandate to maintain the customer trust that got it here. While at the same time, continuing to transform the platform to meet the needs of our new AI-native world. Your primary focus will be the health, innovation, and growth of the core CRM+ business - new logo acquisition, expansion within the existing base, and retention - while also serving as the driver of innovation toward our headless, API/MCP-first, agentic workflow-driven, AI-native architecture. This is a rare role because you'll operate with the autonomy of a business owner over a scaled, profitable business, backed by the infrastructure, brand, and customer base of an established platform leader. You won't manage every function directly (sales, engineering, support, marketing, etc all have functional homes), but you will set the strategy, own the outcomes, run the product team, and be the connective tissue that makes CRM+ the platform the rest of the business is built on. This role is for a leader who can operate a mature business with rigor and discipline, while also having the vision to lead its transformation into the AI future of SaaS. WHAT YOU'LL OWN PRODUCT VISION & ROADMAP - Own the product roadmap and long-term vision for CRM+, including how the platform evolves from a best-in-class CRM into the open, headless, AI-native foundation of the Virtuous ecosystem - Champion the continued shift to an AI-native architecture, ensuring every action, workflow, and data point in CRM+ is available through our Agentic AI tools or accessible programmatically and through AI tools like Claude, ChatGPT, and Copilot - Partner with engineering to prioritize investment across core CRM capabilities, Natural Language Analytics and AI Chat, and the emerging Agents and Agentic Workflow platform (Prospect Research Agent, Page and Form Builder, Email Builder, and future agents) - Serve as the voice of the customer, ensuring roadmap decisions are grounded in real fundraiser and administrator workflows, not just technical possibility - Set and track product KPIs that connect platform investment to retention, expansion, and new-logo revenue GO-TO-MARKET STRATEGY - Define and continuously refine the GTM motion for CRM+ across new logo acquisition, expansion, and renewal - including ICP definition, channel mix, sales cycle design, and pricing/packaging strategy for a maturing platform - Partner with CRO, VP of Marketing, and sales leadership to set pipeline and expansion targets, and to remove friction across the buyer and customer journey - Own the strategy for platform-led growth: positioning CRM+'s new capabilities as a distribution and expansion lever - Refine the playbook for cross-sell and upsell across the broader Virtuous eco-system in close partnership with those business unit leaders - Identify and develop strategic partnerships (CRM ecosystem players, consulting firms, platform partners) that accelerate distribution and retention MARKET PRESENCE & THOUGHT LEADERSHIP - Make CRM+ the most trusted and technically credible platform in fundraising, donor management, and agentic workflow automation. - Orchestrate a content and thought leadership strategy, in conjunction with Marketing and the Chief AI Officer, that educates the market on the AI future of CRM - Cultivate relationships with nonprofit influencers, consultants, systems integrators, and Virtuous partners who shape how organizations evaluate and adopt fundraising technology - Be a public-facing voice for CRM+ at industry events and in media, particularly on the future of AI-powered fundraising infrastructure BUSINESS PERFORMANCE - Own the CRM+ P&L and report on key business metrics to Virtuous leadership - Co-own annual and quarterly targets for ARR, NRR/GRR, pipeline, and customer health with the CRO and CCO - Build a culture of accountability across a cross-functional team that doesn't formally report to you - Identify resource gaps and revenue opportunities and make the case for investment when the business requires it YOU MUST HAVE - 7+ years of experience in B2B SaaS, with meaningful exposure to GTM, product strategy, or general management of a scaled software product - Demonstrated ability to grow an existing revenue base while protecting or improving retention - you know how to balance new growth against churn risk - Strong commercial instincts. You can intuit customer needs, diagnose pipeline and retention issues, and design fixes across product, pricing, and go-to-market - Comfort operating a platform business. Thinking in terms of integrations, ecosystems, and partner/developer motions, not just direct sales - Experience working with or selling to nonprofits, higher education, or mission-driven organizations is a plus - Exceptional communicator (writing, on Zoom, and on stage) - Comfortable operating with dotted-line authority. You lead through influence and clarity, not org chart position - Bias for action balanced with the discipline required to run a mature business while pushing innovation forward. NICE TO HAVE - Experience with AI-first SaaS products, especially agentic or AI-native platforms - Familiarity with CRM platforms common in the nonprofit sector (Salesforce NPSP, Blackbaud, etc.) - Prior experience working closely with nonprofit teams WHY THIS ROLE - A proven, durable business. CRM+ is a market leader with strong retention, good growth and a loyal customer base. You're scaling something that already works. - Platform-defining moment. CRM+ is becoming the open, AI-native foundation for the entire Virtuous ecosystem. We expect to become the Agentic AI System of Action for nonprofits. This should be a redefining moment for the business and the sector. - Category tailwinds. AI adoption in the nonprofit sector is accelerating, and CRM+ is positioned to lead it. - Virtuous platform advantage. You have distribution, credibility, and infrastructure behind you from day one. - High autonomy, high impact. Own a large business with a clear path to triple revenue and make real decisions with agency. - Mission that matters. Helping nonprofits raise more money and operate more efficiently means more good gets done in the world. 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 http://virtuous.org domain. If you receive a message from other domains, even if they look similar (e.g., virtuouscareers.org http://virtuouscareers.org or virtuousjobs.com http://virtuousjobs.com), they are not legitimate and we recommend disregarding it immediately.