About usInstrumentl is a mission-driven, high-growth, YC-backed startup helping the nonprofit sector drive impact. The company helps nonprofits manage and grow grant funding end-to-end and is building an operating system for grant-funded organizations.About the roleAs the remote Mid-Market & Enterprise Sales Manager, you’ll build and lead a team of Account Executives selling multi-product solutions into larger, more complex nonprofit organizations. You’ll report to the VP of Sales and play a foundational role in standing up the company’s upmarket sales motion.In this build role, you’ll own two related but distinct motions: (1) inbound velocity deals closing quickly on a 30–60 day cycle, and (2) scaling for new products at significantly higher ACVs, requiring longer timelines, procurement navigation, and executive-level relationship building.This role will architect playbooks, territory design, deal strategy, and cross-functional workflows alongside RevOps, Marketing, CS, and Product.What you'll get to doBuild and lead a team of ~6 AEs across mid-market and enterprise accountsDesign and iterate the upmarket sales motion end-to-end: outbound prospecting, multi-threaded discovery, POC orchestration, procurement navigation, and executive sponsorshipCoach AEs through complex deal cycles involving finance leaders, program directors, grant managers, and C-suite decision-makersDevelop enterprise deal strategies for a wide range of opportunitiesOwn forecasting rigor: pipeline coverage, stage conversion, deal velocity, weighted commit, and quarterly call accuracyPartner with Marketing on ICP targeting, ABM campaigns, event strategy, and vertical messaging for the upmarket segmentCollaborate with CS on handoff quality, onboarding complexity, and expansion pathways within accountsCo-sell on strategic deals—modeling executive presence, navigating procurement, handling legal/security reviews, and positioning multi-product valueRecruit, onboard, and ramp AEs who can build genuine trusted-advisor relationshipsWhat we're looking for5+ years managing AEs in B2B SaaS, with meaningful experience across both mid-market and enterprise segmentsExperience building or significantly evolving an upmarket sales motion, not just running an inherited bookProven ability to manage outbound pipeline generation while also converting inbound demandTrack record of consistent team quota attainment across multiple quartersFluency in multi-stakeholder deal cycles: navigating procurement, legal review, security questionnaires, and budget approval processesStrong operational instincts: pipeline math, territory modeling, capacity planning, and data-driven coachingCoach-first leadership: develops talent, creates accountability, and raises the floor while pushing the ceilingExcellent communicator who can credibly engage nonprofit executives, board members, and internal leadership alikeStartup-tested: thrives with ambiguity, builds process without waiting for permission, and knows when to move fast versus when to be methodicalBonus skillsExperience selling into nonprofits, government-funded organizations, higher education, healthcare systems, or mission-driven buyersFamiliarity with grant management, fund accounting, or federal compliance frameworks (2 CFR Part 200, OMB Uniform Guidance)Experience with HubSpot CRM and modern RevOps toolingBackground selling multi-product platforms where land-and-expand is a core GTM motionExperience with RFP responses or government procurement (SAM.gov, cooperative purchasing agreements)Why join Instrumentl?You’ll be building one of the company’s most strategically important sales motions at a place where the product is genuinely loved and the mission actually matters. Instrumentl is at an inflection point—launching post-award products, moving upmarket, and defining how grant-funded organizations operate.
