Sales Manager – Mid-Market, Enterprise

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Instrumentl

Site WebLinkedInTous les Emplois

11 - 50 employés

Fondée en 2016

🤝 À but non lucratif

⚡ Productivité

☁️ SaaS

💰 Seed Round en 2017-07

Non-profit • Productivity • SaaS

Instrumentl est une plateforme complète de gestion de subventions qui simplifie le processus pour les organisations à but non lucratif, les consultants en subventions et les universités afin de découvrir, postuler et gérer des subventions. Elle offre une vaste base de données de plus de 400 000 bailleurs de fonds et plus de 20 000 subventions sélectionnées pour aider les utilisateurs à trouver rapidement les opportunités de financement les mieux adaptées. Instrumentl améliore également la rédaction de subventions avec la technologie de l'IA, automatise les délais, gère les tâches et propose des outils pour la collaboration et la gestion de documents. Fiable pour plus de 4 000 organisations à but non lucratif, Instrumentl a facilité plus d'un milliard de dollars de subventions actives, soutenant une gamme de missions critiques.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

• 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