Enterprise Development Representative

Title: Enterprise Development Representative

Location: Remote, United States

Work Type: Remote, Full Time

Job ID: R2026-0152

Job Description:

US Salary: $65,000 base; $20,000 commission for $85,000 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. 

About the Role

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.

About the Role

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.

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

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

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 bonues, incentives, equity, and a comprehensive benefits program.