Business Development Representative, Classy



Junior level
Remote in US

Online fundraising tools for nonprofits

Job no longer available


Online fundraising tools for nonprofits

201-500 employees

FintechB2BFundraisingSaaSCrowdfundingSocial Impact

Job no longer available



Junior level
Remote in US

201-500 employees

FintechB2BFundraisingSaaSCrowdfundingSocial Impact

Company mission

To empower nonprofits to unlock the generosity of their supporters and help them advance their missions.


Who you are

  • Are you a dynamic, impactful, and hard-working individual who is looking to challenge yourself in new ways
  • The ideal candidate would have previous sales development experience, be excited to pursue a career in sales, and someone who has done their research on what makes an outstanding performer
  • Bachelor's Degree
  • 1+ years of inside sales or relevant experience (selling over the phone/web preferred)
  • Outbound prospecting experience
  • Excellent listening, verbal and written skills
  • No fear of the phones!
  • Experience navigating through organizations to reach decision makers
  • A growth mindset, consistently working to improve your skills and adapt in a changing environment
  • High level of emotional intelligence
  • Positive attitude and a drive to win
  • Previously trained in consultative / value-based selling


  • Experience using a CRM, preferably Salesforce
  • Experience using one or more of the following: Salesloft, 6Sense, LinkedIn Sales Navigator, ZoomInfo, and Chorus

What the job involves

  • The Classy sales team is hiring Business Development Representatives (BDRs) to support our push upmarket
  • BDRs are often the first contact that a prospective customer has with Classy and spend their days conducting strategic outreach to decision makers of nonprofit organizations, while also following up and championing business relationships
  • BDRs are measured by their ability to strategically penetrate multiple departments within organizations to generate pipeline, facilitate qualifying calls and conduct discovery with high-level decision makers, and complete a seamless handoff of qualified prospects to our Account Executive team
  • BDRs work closely with Account Executives, and thus gain a unique opportunity to develop their soft skills and business acumen from the guidance of senior sales reps; allowing BDRs to develop beneficial full cycle sales skills
  • The level of business and professional growth within this role is unmatched
  • Success in this role is obtained by working closely with the Account Executive team to strategically target accounts, exceed monthly, quarterly, and yearly pipeline goals and handling pressure in a team-focused environment that is dedicated to success
  • Use multiple channels and approaches to obtain a minimum of 50 outreach activities a day to non-profit organizations within provided territory
  • Use strategy and creativity to reach key decision makers within provided territory
  • Facilitate qualifying calls and conduct discovery with high-level decision makers
  • Methodically qualify, build, and manage an accurate sales pipeline in Salesforce using MEDDIC
  • Accurately document and track all activities in Salesforce
  • Consistently surpassing your monthly quotas through hard work, a proactive approach to growth, and implementing feedback
  • Thrive on change while remaining highly organized, optimistic, and coachable
  • Become an expert in online fundraising - asking insightful questions, overcoming objections and understanding your client’s needs will be critical to your success

Otta's take

Sam Franklin headshot

Sam Franklin

CEO of Otta

Classy provides a way for nonprofits to connect with the people who support their causes, amplifying their fundraising efforts. Its robust platform boasts event-planning tools, customizable donation forms, and branded peer-to-peer fundraising campaigns, among other features.

The idea behind Classy is to blend high-performance, user-friendly tools with personalized experiences, fostering a deeper connection between donors and the causes they champion. This approach, according to the company, "unleashes generosity", enabling nonprofits to allocate more resources to their missions.

With a vast network of nonprofit partners and over $30B raised through its platform, Classy has emerged as a formidable player in the field. Its acquisition by GoFundMe in 2022 signifies a strategic move towards creating a unified "giving platform", poised to advance the collective mission of both entities in driving social good.


Led by a woman
B Corporation
Top investors

Few candidates hear
back within 2 weeks

17% employee growth in 12 months


Funding (last 2 of 4 rounds)

Apr 2021



Jun 2019



Total funding: $183.5m

Company benefits

  • Rich healthcare benefits including employer paid premiums for medical/dental/vision (100% for employee only plans and 85% for employee + dependent plans) and employer HSA contributions
  • Hybrid workplace with fully remote flexibility for many roles
  • Monetary support for new hire setup, hybrid work & wellbeing, family planning, and commuting expenses
  • A variety of mental and wellness programs to support employees along with Employee Resource Groups
  • Supportive time off policies including vacation, sick/mental health days, volunteer days, company holidays, and a floating holiday
  • Generous paid parental leave and family planning stipend
  • Classy Gives, a customer connection program that enables our team to find nonprofits they’re passionate about and add meaningful value through volunteering, innovation workshops, fundraising and more
  • 401(k) retirement plan with company matching along with learning & development and recognition programs
  • Grow your career and feed your curiosity with access to learning tools and resources, including a subscription to Udemy, guest speakers, hackathons, and internal brown bag sessions

Company HQ

Core-Columbia, San Diego, CA


Soraya Alexander

(President, not founder)

COO of GoFundMe, the parent company of Classy. Prior to this acquisition, they held a number of different roles at Classy (ultimately COO). They have also worked as a Director and Senior Manager at DICK's Sporting Goods.

Diversity & Inclusion at Classy

  • Classy Communities - A Classy Community is an official employee led and Classy-sponsored group that provides a space to engage in culture on a more personal scale. Examples include Project Green, Pride, Black Employees Together, and Parents.

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