Senior Manager, CRM & Revenue Enablement

Join Points of Light and Change the World As the world’s largest organization dedicated to increasing volunteer service, Points of Light engages more than 3.8 million volunteers across 32 countries. Cast from the vision of one thousand points of light shared by its founder, President George H.W. Bush, in his 1989 inaugural address, Points of Light was founded in 1990 as an independent, nonpartisan, nonprofit organization to encourage and empower the spirit of service. The organization extends President Bush’s vision that “any definition of a successful life must include serving others.” Today, Points of Light continues to transcend politics and borders to inspire millions of individuals worldwide to take action. Join Us: Be part of a movement that changes lives and communities. Please read the position description below. For more information, visit pointsoflight.org. Salary Range: $70,000-$80,000 annually Reports to: Senior Director, Salesforce Platform & Governance Department: Office of the Chief Operating Officer Primary clients: Development and Business Development Revenue Teams Location: Points of Light is a remote-first organization. Any U.S. location in the Eastern or Central time zone in a market with a major airport. Washington, DC preferred. Position Summary: The Senior Manager, Customer Relationship Management (CRM) & Revenue Enablement leads Salesforce reporting and adoption work for Development and Business Development teams. This hands-on individual contributor brings business partners together around reporting questions and shared definitions, maintains trusted CRM views for consequential decisions, and leads approved revenue-CRM improvements from requirements through adoption. Revenue leaders define business priorities and own final interpretations; the Senior Manager prepares and checks initial analyses, flags limits in the data, and advises on the findings the evidence supports. During Awards planning, this role provides senior CRM and revenue enablement guidance to event leadership.

Position Functions and Responsibilities Include:

Revenue CRM Workflows and Data Stewardship

• Lead the business-side improvement of Salesforce moves-management and earned-income workflows with Development and Business Development revenue leaders.
• Lead business-side governance of agreed revenue-CRM definitions, quality checks and adoption standards; work with department leaders on recurring gaps in records their teams maintain.
• Coordinate approved CRM data changes and workflow updates with identified source owners, validation steps and adoption measures.

Reporting Pipeline and Portfolio Enablement

• Lead the design and maintenance of a reusable Salesforce reporting suite for pipeline, portfolios, proposals, sponsorships, fundraiser activity and other agreed revenue measures.
• Convene revenue leaders to clarify the audiences, decisions and definitions behind complex reporting requests; build and check views that address those questions.
• Prepare concise initial analysis of material changes and exceptions for recurring revenue and stewardship review, identify caveats, and help business leaders determine what requires further investigation.
• Clarify the purpose, business owner, urgency, and scope of new CRM requests with sponsors; bring competing priorities to supervisor before committing team capacity.
• Coordinate reporting definitions with Finance and Revenue and Grant Operations so CRM views align with official financial and agreement records.

Training Adoption and Client Support

• Serve as a senior business-facing CRM adviser to Development and Business Development revenue teams, resolving complex process questions and improving the usability of recurring reports.
• Design role-based training and self-service guidance with the Salesforce Super User network, and assess whether changes improve adoption and data quality.
• Facilitate conversations across teams when inconsistent practices or definitions hinder accurate reporting.

Continuous Improvement and Platform Partnership

• Propose and sequence a revenue-CRM enablement plan with the supervisor and revenue leaders, identifying dependencies and capacity tradeoffs.
• Lead approved, time-bound revenue-CRM initiatives with defined sponsors, scope and success measures; guide requirements, testing, rollout and transition to routine support.
• During Awards planning, serve as the senior CRM and revenue enablement partner to Development and event leadership; guide sponsorship workflows, reporting needs and cross-team handoffs, and lead resolution of CRM process issues while partnering with the supervisor on platform decisions.
• Partner with the supervisor on platform design and releases and coordinate with the program enablement colleague where revenue and program information meet.
• Take on other assigned work within CRM and revenue enablement, prioritized against the role’s core responsibilities.

Core Knowledge, Skills and Abilities:

• Strong analytic judgment and the ability to explain data limitations and challenge unsupported conclusions constructively.
• Ability to align senior business partners on definitions, priorities and feasible CRM solutions.
• Advanced Salesforce reporting, data-quality and business analysis skills with a commitment to hands-on delivery.
• Skill in leading scoped cross-functional work and building repeatable training and adoption practices.
• Clear communication, sound prioritization and a service-oriented approach to collaboration.

Requirements:

• At least five years of relevant CRM, fundraising operations or revenue enablement experience, including substantial hands-on Salesforce reporting, dashboards and data-quality analysis.
• Expertise in leading a cross-functional CRM initiative from discovery through adoption and aligning stakeholders on measures and data definitions.
• Working knowledge in data quality, user training, testing and explaining the limits of source data to decision-makers.
• A bachelor’s degree or equivalent relevant experience and the ability to create a welcoming work environment for all.
• Proven track record of supporting a Development or fundraising team and working with donor, gift or pledge and stewardship data required; nonprofit fundraising and sponsorship experience strongly preferred.
• Salesforce Administrator or Business Analyst certification strongly preferred.
• Ability to create a welcoming work environment for all.

Culture and Values: Points of Light has a 35-year plus history that it seeks to honor, while looking toward the future as an innovative thought leader in the social sector. We have a fast-paced, collaborative environment. Our organization values innovation, dedication, teamwork and respectfulness. We enjoy thinking big, but also working hard to deliver our best work. Our team is solution-oriented, looking for someone who is always ready to deliver on ways to solve challenges, internally and with external partners. What We Offer: Competitive compensation and excellent benefits including a robust PTO program: 18 days of PTO (increases to 20 days after three years of service) and 10 holidays; plus, we are closed December 25-January 1. Medical, dental and vision benefits offered, free life insurance, along with long-term and short-term disability, a 403(b) program with employer match, parental leave and one day of volunteer time off per month.