Sales Manager – Mid-Market, Enterprise

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🕒 April 20

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Instrumentl

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2016

🤝 Non-profit

⚡ Productivity

☁️ SaaS

💰 Seed Round on 2017-07

Non-profit • Productivity • SaaS

Instrumentl is a comprehensive grant management platform that streamlines the process for nonprofits, grant consultants, and universities to discover, apply for, and manage grants. It offers a vast database of over 400,000 funders and more than 20,000 curated grants to help users find the best-fit funding opportunities quickly. Instrumentl also enhances grant writing with AI technology, automates deadlines, manages tasks, and provides tools for collaboration and document management. Trusted by over 4,000 nonprofits, Instrumentl has facilitated more than $1 billion in active grants, supporting a range of critical missions.

📋 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

🎯 Requirements

• 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

🏖️ Benefits

• 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