Sales Manager - Mid-Market and Enterprise

Location: Remote Department: Sales Employment Type: Full-time, Remote

Company Overview:

Hello, we're Instrumentl. We're a mission-driven startup helping the nonprofit sector drive impact, building the operating system for grant-funded organizations. Instrumentl is a high-growth, YC-backed startup with over 5,000 nonprofit customers—from community health centers to institutions like the San Diego Zoo and Georgetown University. We help nonprofits manage and grow grant funding end-to-end, opening up larger, more complex deals as we move upmarket. The company is cash flow positive with high customer satisfaction (NPS 65+, Ellis PMF 60+) and rapidly expanding product offerings.

About the Role:

As Mid-Market & Enterprise Sales Manager, you will:

• Build and lead a team of Account Executives selling into nonprofits with revenues from $500K to $20M+
• Pursue large institutional accounts with custom, high-value engagements
• Manage consultative, multi-stakeholder sales cycles involving government funding, foundation grants, multi-year awards, and post-award compliance workflows

You will own two sales motions:

Inbound velocity deals closing on 30 60 day cycles requiring discovery, POC management, and platform positioning

New products with higher ACVs requiring multiple POCs, longer timelines, procurement navigation, and executive relationship building

Responsibilities include architecting playbooks, territory design, deal strategy, and cross-functional workflows alongside RevOps, Marketing, CS, and Product.

What You'll Get to Do:

• Build and lead a team of approximately 6 Account Executives across mid-market and enterprise accounts
• Design and iterate the upmarket sales motion end-to-end including 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 diverse opportunities
• Own forecasting rigor including pipeline coverage, stage conversion rates, deal velocity, weighted commit accuracy, and quarterly call accuracy
• Partner with Marketing on ICP targeting, ABM campaigns, event strategy, and vertical messaging for upmarket segments
• Collaborate with Customer Success on handoff quality, onboarding complexity, and expansion pathways within accounts
• Co-sell on strategic deals by modeling executive presence and navigating procurement/legal/security reviews while positioning multi-product value
• Recruit, onboard and ramp AEs who can build genuine trusted-advisor relationships

What We're Looking For:

• 5+ years managing Account Executives in B2B SaaS with experience in 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 converting inbound demand
• Track record of consistent team quota attainment across multiple quarters
• Fluency in multi-stakeholder deal cycles including procurement navigation legal review processes