AIIM Job Board
Business Development Executive - Not-for-Profit Solutions
Description
AIIM is hiring an experienced business development professional with a proven record of creating and closing opportunities within the not-for-profit and charitable sector.
The target market will include:
- National charities and foundations
- Healthcare and hospital foundations
- Humanitarian, social-service and community organizations
- Educational, cultural, environmental, faith-based and advocacy organizations
- Federated not-for-profits with national, provincial, regional or local chapters
- Fundraising, direct-response and marketing agencies serving not-for-profit clients
This is not an entry-level sales position, and it is not an account-management role. It is a 100% new-business hunting role for someone with established not-for-profit sector knowledge, fundraising communications experience and a history of successfully navigating formal RFP processes.
You will own the complete sales cycle from initial prospecting through signed contract. You will not inherit an established portfolio. Your first-year target will be $750,000 in new revenue.
The opportunity
For not-for-profit organizations, effective donor communication directly supports fundraising revenue, donor retention and long-term mission impact.
AIIM helps organizations plan, produce and deliver donor and stakeholder communications across print, mail, digital channels and physical environments. We support both individual campaigns and recurring programs throughout the donor lifecycle.
You will be able to sell:
- Donor direct mail: Acquisition campaigns, annual appeals, renewal programs, monthly-giving campaigns, lapsed-donor reactivation, emergency appeals, stewardship communications and other fundraising programs.
- Transactional print and mail: Tax receipts, annual consolidated receipts, donor acknowledgements, statements, notices and other essential donor or member communications.
- Sequential donor communications: Coordinated campaigns using personalized mail, email and SMS in a planned sequence based on timing, response or donor action.
- Digital storefronts: Controlled online ordering environments that allow national offices, regional teams, chapters and affiliates to order or personalize approved materials while maintaining brand consistency.
- Print-on-demand and marketing-on-demand: Centralized production of fundraising, educational, event and outreach materials in the quantities required by each location.
- Kitting and fulfillment: Donor kits, event materials, volunteer packages, campaign materials and chapter-specific kits assembled and distributed to individual locations.
- Large-format printing: Event signage, banners, displays, donor-recognition graphics, wall and window graphics, wayfinding and campaign materials for offices, events and community locations.
AIIM’s direct-mail capabilities include data preparation, segmentation, personalization, print production, inserting, postal preparation and mailing. This allows not-for-profits and their agency partners to manage complex donor campaigns through one experienced provider.
Supporting federated organizations
Larger not-for-profits often operate through federation models involving a national office and multiple provincial, regional or community-based organizations.
AIIM’s digital storefronts, print-on-demand and marketing-on-demand solutions help these organizations maintain national brand standards while giving local teams controlled access to customizable materials.
This creates opportunities for recurring revenue through ongoing orders, local campaigns, fundraising materials, event support, inventory management, kitting and fulfillment.
What you will own
- Build and execute a target-account strategy across major not-for-profits, charities, foundations and their agency partners.
- Generate your own opportunities through focused prospecting, referrals, industry knowledge and strategic outreach.
- Engage decision-makers across fundraising, development, annual giving, donor services, marketing, communications, operations, finance, procurement, digital and data.
- Lead discovery conversations to understand fundraising objectives, donor audiences, campaign calendars, response requirements, tax-receipt programs and operational challenges.
- Identify opportunities to coordinate donor communications across direct mail, email and SMS.
- Lead formal RFP responses, coordinating technical, operational, pricing, security and implementation requirements across AIIM.
- Work with AIIM’s data, direct mail, digital, large-format, fulfillment, estimating and operations teams to develop complete solutions.
- Manage presentations, proposals, negotiations and contracting through to a signed agreement, then transition the new client to AIIM’s onboarding and account teams.
- Maintain a disciplined pipeline, accurate activity history and reliable sales forecast in HubSpot.
What success looks like
During your first 90 days, you will learn AIIM’s capabilities, develop a prioritized target-account plan and begin building qualified opportunities with not-for-profits and their agency partners.
Your first-year objective is to close $750,000 in new revenue while establishing a strong pipeline of recurring donor communication, tax-receipt, digital storefront, print-on-demand and fulfillment programs.
Success in this role means winning both direct client relationships and agency partnerships that can generate multiple campaigns and long-term recurring revenue.
What you bring
- At least five years of successful business development or full-cycle sales experience within the not-for-profit, charitable, fundraising or direct-response sector.
- A demonstrated record of achieving sales targets and closing net-new business with not-for-profits or the agencies that serve them.
- Proven experience leading and contributing to formal RFP responses.
- A practical understanding of donor acquisition, annual giving, renewals, stewardship, tax receipts and fundraising campaign cycles.
- Experience selling or supporting direct-mail campaigns, transactional communications or related donor-communication solutions.
- An understanding of the operational and brand-management needs of federated, chapter-based or multi-location organizations.
- The ability to prospect independently, conduct effective discovery and convert opportunities into commercially sound agreements.
- Strong presentation, proposal-development and negotiation skills.
- Disciplined CRM, pipeline-management and forecasting practices.
- The ability to work from AIIM’s Toronto office on a hybrid basis while managing a Canada-wide territory.
Experience with digital storefronts, print-on-demand, marketing-on-demand, kitting, fulfillment, large-format print or integrated print-and-digital communications is strongly preferred.
Compensation and earning opportunity
The base salary for this position is $65,000 to $75,000, based on experience. In addition to base salary, the position offers uncapped commission earned on new revenue under AIIM’s sales compensation plan. There is no ceiling on commission earnings, giving successful performers a substantial opportunity to build their income as they win new clients, agency partnerships and recurring programs.
Why AIIM
AIIM gives experienced sellers an established and credible delivery platform behind every opportunity.
From our approximately 103,000-square-foot Toronto facility, AIIM provides direct mail, transactional communications, data services, digital communications, digital storefronts, print-on-demand, large-format printing, kitting and fulfillment through one organization.
AIIM is SOC 2 Type II compliant, ISO 9001:2015 certified and a Canada Post Expert Partner.
You will be supported by experienced specialists across data, direct mail, digital solutions, estimating, production, fulfillment, operations and client experience, allowing you to focus on what you do best: creating opportunities and winning new business.
This posting is for an existing vacancy.
AIIM is committed to an inclusive and accessible recruitment process. Accommodation is available upon request throughout the recruitment and selection process.