Michelle Payne

Michelle is a strategic and high-impact organizational leader with a proven track record of driving revenue and achieving goals critical to the strategy development and sales management success of national organizations. With her ability to engage executive leaders, community influencers, key stakeholders, and staff members, Michelle has consistently delivered highly productive and tightly aligned buy-in to nonprofit programs, events, and services for major organizations. Her expertise in building strong sales territories and cultivating productive customer relationships has resulted in exceeding cohort and team goals by over 110% year over year. She has also contributed $10M+ for medium-large non- profits as Corporate Development Officer for the American Diabetes Association.

Michelle is an outstanding team leader overseeing local, regional, and national teams, consistently hiring, training, and managing high-performing teams, providing clear direction and feedback that advances individual growth and opportunities for career advancement. Her success in managing executive- level responsibilities while working in partially and fully remote situations is a testimony to her ability to positively influence many diverse backgrounds, experiences, and perspectives to achieve organizational goals and mission.

As a transformational and servant leader with 20+ years in sales and nonprofit management, Michelle deploys highly strategic programs and messaging that address the needs of a large audience and offer a high-touch, personal response to individual partners, C-suite leadership, and development operations. Her unique combination of skills and competencies, which includes strategic planning, relationship building, partnership development, budgeting, event planning, KPIs/metrics, team building & training, territory management, sales operations, and executive engagement, enable her to deliver millions in annual revenue.

Serving as the Vice President of Community Outreach and Development at Waterford.org, Michelle continued to drive exceptional results. Michelle champions, promotes, and strengthens diversity, equity, and inclusive excellence. She coached a team of managers in proven recruiting/enrollment methodologies that drove desired community engagement and development outcomes and identified improvements. Michelle defined and coordinated training programs, enabling staff to achieve their potential and supported organizational objectives. Collaborating, developing, and leading strategies to win complex and large partnerships and community events were key areas of accomplishments for Michelle.

Michelle previously held roles as a Corporate Development Officer and Area Executive Director, Central Division at the American Diabetes Association, where she served as a trusted advisor to organizational executives, communicated strategic plans and priorities to donor executives, and collaborated with Community Leadership Board (CLB) to establish business plans focused on organizational priorities, drive revenue growth, improve financial outcomes, and reduce year-over-year market costs. Michelle’s expertise in building sustainable donor support for foundation grants, corporate sponsorships, special events, and volunteer engagement was highlighted in her appointment as Director of Development, and she displayed excellence in all areas of operations, earning advancement to Executive Director role within 18 months.

Michelle is a notable organizational contributor who leads by example and inspires excellence among team members at all organizational levels. With a Bachelor of Arts in Communications (Media Journalism/Theater Arts/Speech) from North Carolina Central University, Michelle’s educational background underpins her career success, enabling her to communicate effectively across diverse constituencies. As a leader in the community, she has also held a position as Volunteer-Mentor and Liaison to the Board of Trustees from 2020-2021 for the Caroline Center, a nonprofit workforce development organization for the underserved women of Baltimore, MD. She also held a position as Mentor in 2015 at WBAL News Radio-Baltimore to coach African American Women attending Morgan State University for Broadcast Marketing careers.