Senior Market Research Specialist

About Donorbox

Donorbox is a leading fundraising platform and donor management system for nonprofit organizations. Our mission is to accelerate positive impact worldwide by helping nonprofits become highly effective at raising funds and managing their supporter base. Since 2014, we have powered more than 100,000 global organizations to close to $3B in donations. 🚀

Our fast-growing company is profitable and bootstrapped with a healthy run rate. We have a fully distributed and diverse 150-person team based in 16+ states and 23+ countries.

🏅Donorbox is rated the #1 software for fundraising, donor management, and nonprofit payment on G2 based on hundreds of verified customer reviews. We're proud of what we do, and our product reflects it!

The Role

At Donorbox, the Senior Market Research Specialist will play a key role in shaping how we understand, segment, and grow across the nonprofit landscape.

You’ll dive deep into nonprofit sectors such as faith-based, animal welfare, education, arts & entertainment and more, analyzing their unique challenges, structures, motivations, news consumption habits, and buying behavior. Your insights will guide our go-to-market strategy, brand and product direction, helping us serve our customers better and accelerate growth.

This role will not only uncover market opportunities but will also help our Product team discover unmet user needs - identifying where Donorbox can innovate and differentiate. You’ll work cross-functionally with Growth, Marketing, Sales, Customer Success and Product leaders to turn data into insights, and insights into strategy - positioning Donorbox for long-term success with its nonprofit partners.

Responsibilities:

Market & Segment Research

• Conduct in-depth research to define TAM, SAM, and SOM globally and regionally for nonprofit verticals.
• Map industry structure, giving trends, digital adoption, and seasonality (e.g. Easter, Giving Tuesday, Ramadan, etc.).
• Create sub-segment analyses — e.g., dioceses vs. parishes, Catholic vs. Protestant, churches vs. Christian orgs, animal shelters vs. wildlife rescues – for deeper understanding.
• Deliver clear market landscape reports that guide strategic prioritization.
  
  

Audience Profiling & ICP Definition

• Develop and maintain detailed Ideal Customer Profiles (ICPs) and buyer personas for each segment.
• Identify key purchasing decision-makers and influencers — demographics, psychographics, motivations, and buying cycles.
• Understand their pain points, approval layers, and how they make technology decisions.
• Validate findings through structured surveys and interviews with nonprofit leaders and users that this candidate will conduct and analyze.
  
  

Behavioral & Media Insights

• Determine where and how target audiences consume information, from podcasts and newsletters to associations, conferences and other media platforms.
• Identify trusted communities and communication channels that influence their decisions.
• Understand preferred content formats and technology adoption levels.
  
  

Buying Habits & Triggers

• Analyze how organizations discover and evaluate software — through peers, partners, Google search, or industry networks.
• Identify purchase drivers (simplicity, cost, trust, integration, etc) and objections (security, fear of change, theological fit, etc) and explain how Donorbox can effectively address these challenges.
• Document budget cycles and fiscal dependencies to align sales outreach and marketing campaigns with optimal timing.
  
  

Competitive Landscape

• Benchmark Donorbox against fundraising software competitors.
• Analyze features, pricing models, messaging, and positioning.
• Identify opportunities for differentiation — including through positioning, CRM integration, pricing flexibility, and product features and simplicity.
  
  

Product & User Discovery

• Partner with the Product team to uncover insights that inform new features, product improvements, and market opportunities, ensuring Donorbox continues to evolve around real customer behavior and needs.
• Identify friction points in user journeys and translate findings into actionable product recommendations.
• Support new product or feature development with data-backed insights from target markets.
  
  

Internal Data & Cross-Functional Insights

• Collaborate with the larger Marketing team, Sales, Customer Success, and Product to extract internal customer and performance data.
• Analyze customer mix, usage patterns, ARR by segment, and churn reasons.
• Conduct win/loss analyses and synthesize learnings into ICP refinements.
  
  

Strategic Reporting & Recommendations

• Synthesize all research into clear, actionable insights backed by data points, and present findings to leadership and/or stakeholders.
• Share useful findings with the company to help inform decisions and shed light on users’ latest behaviors, preferences, and needs.
• Recommend GTM strategies, product & brand positioning, and technology partnership opportunities based on market data.
• Deliver quarterly reports on industry trends and emerging opportunities.

Research Methods & Approach

• Execute primary and secondary research using surveys, interviews, focus groups, and desk research, singlehandedly managing the process end-to-end.
• Design and analyze quantitative studies (market sizing, segmentation, survey analysis).
• Conduct qualitative research — in-depth interviews, customer panels, win/loss interviews.
• Use data and tools like Typeform, Google Trends, SEMrush, SimilarWeb, Crunchbase, and Pew/Giving USA reports.
• Build and maintain a market intelligence database with competitive data, pricing, and adoption metrics.
• Visualize findings through dashboards and concise, presentation-ready insights for senior stakeholders.

Qualifications & Experience

• 5–8 years of market research, strategy, or growth analysis experience (preferably in B2B or SaaS or nonprofit tech).
• Strong analytical background and ability to translate complex data into actionable insights that stakeholders can immediately understand.
• Deep understanding of B2B buyer behavior and go-to-market segmentation.
• Familiarity with research and analytics tools such as Crunchbase, SEMrush, SimilarWeb, Google Trends, Cision, survey tools, or AI-driven platforms.
• Exceptional written and verbal communication skills.
• Curiosity, initiative, and a self-starter attitude - comfortable working cross-functionally and autonomously.

What We’d Love to See

• Experience researching or marketing to the nonprofit, faith-based, or education sectors.
• Prior experience in a high-growth SaaS company.
• Demonstrated ability to identify white-space opportunities and influence GTM strategy.
• Strong presentation and data visualization skills.
• A true team player, dedicated to driving meaningful impact both within our company and for our valued nonprofit customers.

Details

• Location: Fully remote based in US
• Working hours: Flexible, with some overlap to U.S. time zones preferred
• Salary: Competitive salary based on experience, plus equity

Benefits & Perks

• Fully remote work from the comfort of your home
• Generous time off policy of 21 days (birthday included 🎉), 8 designated/floating holidays, 2 paid volunteer days, and 5+ sick days (dependent on state)
• Employer-sponsored health insurance plan through TriNet, including medical (United Healthcare), dental, vision, and life
• 401(k) retirement plan via TriNet's partner, Empower, with an employer match of up to 4%
• Reimbursement package for home office expenses and professional development, up to $1.5k
• Eligibility for employee equity plan (stock options)
• Wellness program with fitness and mindfulness classes
• Love your work and our mission of serving nonprofits!

The Application Process

We have 6 stages:

1. Apply here and fill out our questions to tell us about you!
2. Prescreen Call with the Talent Team
3. Interview with Hiring Manager
4. Assignment
5. Panel
6. Final Interview
7. Background & Reference Checks

If this sounds like the right role for you, please apply today and let us know why. We look forward to hearing from you!

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