Senior Director, Awareness to Revenue

Senior Director, Awareness to Revenue

A2R Value Stream Owner / Awareness to Revenue Value Stream

About the role

The Senior Director, Awareness to Revenue serves as the A2R Value Stream Owner in Blackbaud’s operating model, owning the end-to-end flow that converts market demand into recognized revenue across five connected motions: Demand to Lead, Lead Qualification, Seller, Pricing & Packaging, and Closed Revenue. Operating within a SAFe agile environment, this leader is accountable for the health and performance of the A2R stream as a system, defining the strategy, roadmap, and priorities that improve how work flows across the value stream.

This role does not manage the individual motions — the motions are run by their teams, guided by Experience Managers who own each motion’s feature backlog. Instead, it ensures the motions work together effectively by determining what work enters the stream, how it is sequenced, and where investments and improvements will have the greatest impact.

Shared Accountability for Revenue Performance. The revenue number is a shared objective, owned jointly with the *Chief Commercial Officer* and *Chief Financial Officer*, who sponsor the stream. They own the operational KPIs; this role owns the leading indicators that shift them — yield, conversion at each handoff, flow time — and is accountable for identifying and moving the right levers. When the number misses, the Chief Commercial Officer answers for whether we pursued the right demand at the right price; the Chief Financial Officer answers for whether the economics and controls held; and this role answers for whether the stream converted the demand it was given at the rate a healthy system should. None of the three can hit the number without the others.

A connected leadership model. This role is deliberately paired with the *GTM Transformation Leader**,* a peer role reporting to the Chief Commercial Officer that owns the future state of Sales and Marketing an