Business Development Manager

New York, United States | Growth | Full-time

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About GiveDirectly:

GiveDirectly (GD) aims to reshape international giving -  and millions of lives - by allowing donors to provide capital grants directly to the world’s poorest. The Brookings Institution estimates that $70B of cash transfers would be required to eliminate the poverty gap; the aid sector currently spends $135B each year, much of which is spent on evidence-free interventions. GiveDirectly wants to change that, establishing a benchmark as Vanguard did for the financial industry (i.e., index fund), and in the process accelerate the end of extreme poverty.

GiveDirectly has raised over $250M in revenue and reached nearly 150,000 households, while being recognized as one of the most innovative non-profit companies by Fast Company. The New York Times Magazine writes, “The beautiful thing about GiveDirectly’s approach is that it lets people devise their own path out of poverty.” The growing movement toward cash transfers and GD’s role in that movement have also been featured in This American Life, Foreign Affairs, The Economist, and  Business Insider.

We’re looking for exceptional talent to grow GiveDirectly and the broader cash movement. Our culture is direct, analytical, non-hierarchical, fast-paced, transparent, and hard working. We are open to candidates from any industry and typically recruit from top organizations - members of our team have come to us from private-sector companies (consultancies, law firms, investment banks, etc.), start-ups, and government. We value ability and willingness to learn over years of experience. We offer competitive salary and benefits and performance-based bonuses. 

Overview:

As GiveDirectly’s second employee focused on major individual donors, you will play a crucial role in end-to-end execution for one of our organization’s top revenue streams. In this role, you will focus on delivering an exceptional experience to a portfolio of 200+ donors, attributable for over $75M in revenue. 

GiveDirectly has seen meaningful organic traction from donors with large capacity for giving. As a lean team, our processes for relationship building and management have not historically been tested or systematized. In 2020, we have the operational capacity to deliver over $150M to recipients - the only thing holding us back from doing so is fundraising. This group has the potential to be our highest growth revenue cohort - accelerating the speed at which we can deliver effective, empowering aid to the global poor. 

In this role, you will build systems and test tactics for relationship managers to best engage with GiveDirectly’s major donors. You will help to define and deliver an exceptional experience to both existing and potential new donors, testing new tactics and strategies to increase engagement and conversion. Our donors are curious and analytical; strong candidates for the role will be excited to get into the weeds on the latest research on cash, stay up to date on the state of the aid sector, and make the case for more recipient empowerment in aid allocation decisions. In this capacity, you’ll work closely with GD’s Growth, Partnerships, Finance, and Operations teams to match donors’ interests to high-impact and urgent funding opportunities. This role is best suited for candidates with an entrepreneurial mindset and exceptional project and relationship management. This role will play a crucial role in building a community of givers excited about evidence, impact, and choice.

This role will report to the VP of Business Development, and partner closely to develop a roadmap to drive over $15M in revenue in 2020 from major donors. If successful, this role has the potential to drive a step change difference in the dollars we can commit to the poor.

Responsibilities: 

  1. Build tactics to grow a portfolio of 200+ donors, targeting donors considering gifts $50k and above
  2. Own complex, multi-stakeholder workflows, working directly with the GiveDirectly leadership team 
  3. Deeply understand donor data model, building analytics and reporting to gain insight on potential areas for growth, and serving as representative of user requirements for major donors
  4. Own reporting & pipeline analysis for major donors
  5. Work with VP of Business Development to develop and execute annual strategy to identify, renew, and increase major gifts (gift size and quantity) 
  6. Work with Growth & Product team to deliver individuated, personalized content for major donors

Skills required: 

  1. 2-4 years' experience at a startup, financial services company, consulting firm, social enterprise, or other demanding, fast-paced, and analytical environment
  2. Excellent verbal and written skills
  3. Excellent synthesis in written documents and presentations
  4. Analytical & skilled in Excel
  5. Thrives on ambiguity - jumps in with testing mindset
  6. Ability to multi-track
  7. Bonus: Experience with Salesforce

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GD values:

Recipients first.

We prioritize recipient preferences over those of donors or ourselves.

We do not impose our preferences, or judgments, on the beneficiaries; instead we respect and empower them to make their own choices, elevating their voices in the global aid debate. This value is core to GiveDirectly’s identity as the first organization exclusively devoted to putting the poor in control of how aid money is spent. It comes at a potential cost, as it means that neither we nor donors get to set priorities (and we may even lose some “efficiency” in providing this option).

Team next.

We do what’s best for organizational - not individual - success.

This is a team sport, where we will succeed (or fail) together. The best players are not those with the best individual statistics, but those with biggest impact on our overall performance. We avoid territoriality, self-promotion, and I’m above this attitudes.

Be proactively candid.

We say what we believe, and are honest in sharing information.

Having confidence that other people are telling us what they truly believe, without gloss or omission, is critical to effective communication and to our ability to learn and grow from feedback. We owe it to each other - and our donors - to instill this confidence even though giving and receiving information candidly are unusual in both professional and social life, and can be very uncomfortable.

Create positive energy  

We strive to be a source - not drain - of energy for our colleagues.

Our work is hard, practically and emotionally, and we cannot overemphasize the importance of maintaining a positive attitude, enjoying the company of our colleagues, and not taking ourselves too seriously.  In doing so, we aspire to generate energy and excitement amongst our colleagues in pursuing our mission. This should not preclude candor, and we aspire to achieve both.

Think rigorously; act quickly.

We are intellectually rigorous with a drive towards action - not debate.

We reason from first principles, grounding our decisions in objective claims about the world, rather than hard-to-disprove assertions or hierarchy. We aim to brainstorm inclusively and respectfully, but critically self-vet ideas we put forward, so as to ensure productive and prudent decision making. Demanding this level of rigor forces us to think harder about decisions and our assumptions than we otherwise might. This is a real cost. It can be taken too far: it is possible to overthink decisions, and we avoid debate for the sake of debate.  We are not here to philosophize or ensure consensus. We decide and act quickly, avoiding getting bogged down in debates.

Accept reality. Propose solutions.

We do not dwell on problems. We work actively to create solutions.

There will always be an endless list of things to improve. We focus on the things that can be changed; find the most important of those things, and propose actionable answers. We do not allow “problems” to weigh us down and be a source of negativity.  We are forward looking, which we believe not only leads to better team outcomes, but also creates a more enjoyable, energizing environment for all.

Be productively ambitious.

We take the risks to pursue industry-changing success, not incremental progress.

We seek step-change improvements at all levels, and are willing to make big-bets; we do not accept complacency nor do we simply optimize existing processes. In doing so, we allow ourselves to dream big with a belief that perceived constraints are merely opportunities for creativity. Such ambition not only requires hard work (i.e., this is not a 9-5 job), but also a willingness to accept and learn from temporary setbacks and failures.  In accepting these failures, we’re conscious to not point fingers, nor obsess over “mistakes” made.

Know yourself and grow.

We recognize and accept our imperfections with a focus on growth.

We are an organization of exceptional people and trust in each other’s abilities, yet we recognize that none of us is perfect. We strive to maintain an accurate understanding of our individual and institutional strengths and weaknesses, in order to position ourselves to maximize our chances of success. At the same time, we seek personal growth for ourselves and our teammates. Feedback is given with a spirit of helpfulness; and sought out with a desire to learn.