← Blackbaud
Blackbaud role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Blackbaud makes software that helps nonprofits raise money, manage donors and run their programs.
Who you'd be calling
Executive Directors, Development Directors, Fundraising and Operations managers at nonprofits, schools, and charities.
Your opener
“Hi [Name], this is [You] from Blackbaud. We help nonprofits keep track of donors and raise more with a small team, and I wanted to ask how you manage that today. Is now a bad time?”
Problems you solve for them
- Donor information scattered across spreadsheets and different tools
- Hard to raise more money with a small team
- Hard to show donors and boards the impact of their gifts
Discovery questions to ask
- How do you track your donors and gifts today?
- What's your biggest fundraising challenge this year?
- How much staff time goes into reporting to your board or funders?
Objections they'll throw at you
“I'm busy, we're a small team.”
→ I completely understand, you wear many hats. Could I call at a calmer time, maybe early next week?
“We're not interested.”
→ No problem. Just so I understand, are donor records in good shape for you right now?
“We already have a donor system.”
→ Great, that helps. What would you change about it if you could?
“Send me an email.”
→ Of course. To keep it relevant, is your focus more on raising more money or saving staff time?
Competitors worth knowing
Salesforce Nonprofit Cloud, Bloomerang, Neon One
Interview tips for this company
- Be warm and mission-focused: nonprofit buyers care about their cause, and tight budgets matter.
- Learn words like 'donor', 'grant', 'development' and 'annual fund' before the interview.
Written from public information about Blackbaud to help you practice. Ask an insider what their role play looked like; it's the best prep there is.