Sales Manager – Mid-Market, Enterprise

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Instrumentl

SiteLinkedInTodas as Vagas

11 - 50 funcionários

Fundada em 2016

🤝 Sem Fins Lucrativos

⚡ Produtividade

☁️ SaaS

💰 Seed Round em 2017-07

Non-profit • Productivity • SaaS

A Instrumentl é uma plataforma abrangente de gerenciamento de subsídios que simplifica o processo para ONGs, consultores de subsídios e universidades descobrirem, se inscreverem e gerenciarem concessões. Oferece um vasto banco de dados com mais de 400. 000 financiadores e mais de 20. 000 subsídios selecionados para ajudar os usuários a encontrar rapidamente as melhores oportunidades de financiamento. A Instrumentl também aprimora a redação de subsídios com tecnologia de IA, automatiza prazos, gerencia tarefas e fornece ferramentas para colaboração e gestão de documentos. Confiada por mais de 4. 000 ONGs, a Instrumentl já facilitou mais de $ 1 bilhão em subsídios ativos, apoiando uma série de missões críticas.

Descrição

• Build and lead a team of ~6 AEs across mid-market and enterprise accounts • Design and iterate the upmarket sales motion end-to-end: outbound prospecting, multi-threaded discovery, POC orchestration, procurement navigation, and executive sponsorship • Coach AEs through complex deal cycles involving finance leaders, program directors, grant managers, and C-suite decision-makers • Develop enterprise deal strategies for a wide range of opportunities • Own forecasting rigor: pipeline coverage, stage conversion, deal velocity, weighted commit, and quarterly call accuracy • Partner with Marketing on ICP targeting, ABM campaigns, event strategy, and vertical messaging for the upmarket segment • Collaborate with CS on handoff quality, onboarding complexity, and expansion pathways within accounts • Co-sell on strategic deals—modeling executive presence, navigating procurement, handling legal/security reviews, and positioning multi-product value • Recruit, onboard, and ramp AEs who can build genuine trusted-advisor relationships

🎯 Requisitos

• 5+ years managing AEs in B2B SaaS, with meaningful experience across both mid-market and enterprise segments • Experience building or significantly evolving an upmarket sales motion, not just running an inherited book • Proven ability to manage outbound pipeline generation while also converting inbound demand • Track record of consistent team quota attainment across multiple quarters • Fluency in multi-stakeholder deal cycles: navigating procurement, legal review, security questionnaires, and budget approval processes • Strong operational instincts: pipeline math, territory modeling, capacity planning, and data-driven coaching • Coach-first leadership: develops talent, creates accountability, and raises the floor while pushing the ceiling • Excellent communicator who can credibly engage nonprofit executives, board members, and internal leadership alike • Startup-tested: thrives with ambiguity, builds process without waiting for permission, and knows when to move fast versus when to be methodical

🏖️ Benefícios

• Building one of the most strategically important sales motions • Working with a company where the product is genuinely loved • Collaboration with kind, sharp, mission-driven people