Original listing text, shown exactly as published by the company.
About the Role
You'll join New Products to lead strategic 0→1 bets end-to-end. Your first bet is in the major giving space — one of the largest revenue ceilings in nonprofit fundraising. Major donors are the top 1–5% of donors who contribute 60–90% of revenue for enterprise nonprofits, a large market that is structurally underserved by digital fundraising tools.
You're joining a portfolio, not a single product — the major giving bet is where you start, and your mandate is the broader New Products portfolio.
Success in this role is measured by decision quality and learning speed, not by output volume or short-term adoption.
What You’ll Do
Sharpen the thesis
- Translate existing market research into a sharp, written investment thesis for the bet
- Identify the data that's still missing — pricing intel, willingness to pay, integration constraints, donor and gift-officer behaviour — and go get it through primary interviews, secondary research, and vendor landscape work
- Maintain a single source of truth for the bet: thesis, decision log, learnings
Discovery through delivery
- Move from thesis to validated hypothesis through working prototypes
- Build prototypes yourself using AI tooling — clickable flows, interactive demos, scripted agents — and ship and iterate them in days
- Validate in three loops every cycle: with major donors and their advisors, with enterprise nonprofits (gift officers, CFOs, CRM owners), and with internal teams (Sales, CSM, Partnerships)
- Turn every validation cycle into a written decision memo with explicit kill criteria
Own the revenue model
- Pressure-test transactional vs SaaS vs hybrid pricing against willingness-to-pay evidence
- Build the unit economics: take rate, ACV, gross margin, CAC payback
- Bring a sharpened, defensible model to leadership
Build the GTM narrative
- Partner with PMM, CSM, and Sales on positioning and pilot pricing
- Co-own the customer advisory pipeline for the bet
- Equip GTM with the artifacts they need: one-pagers, demos, pricing rationale
Operate transparently and uplift the team
- Publish weekly progress in the New Products channel
- Maintain decision logs and learning summaries
- Kill bad ideas in writing — never let zombies linger
- Mentor adjacent POs and PMs in New Products on discovery rigor, decision-making, and writing craft — raise the bar across the portfolio
Requirements
- 8+ years in product (or 6+ in product plus 2+ in an adjacent function — engineering, design, or data), with at least 2 years in 0→1 / new product line work — not feature optimization
- Shipped a new product line or business model that didn't exist before, ideally in B2B SaaS, fintech, or payments
- Done enterprise customer discovery at depth — 5+ decision-makers per cycle, not just user interviews
- Owned a revenue model: pricing experiments, unit economics, willingness-to-pay validation
- Comfortable being the single point of accountability for an initiative with no team yet
- AI-native by default. You don't just use AI to draft docs — you build clickable prototypes, interactive demos, and lightweight validation tools yourself using modern AI tooling. You can ship a testable prototype in days. AI is part of your discovery loop, not a separate productivity layer
- Comfortable joining a portfolio, not a single product. The major giving bet is your first mandate; if validation kills the thesis, you take on the next strategic bet in New Products
Nice to Have
- Experience in nonprofit, philanthropy, wealth tech, or donor management space
- Founder or founder-adjacent experience (built and sold, or principal IC at an innovation lab)
