Sales Manager - Mid-Market and Enterprise

Hello, we're Instrumentl. We're a mission-driven startup helping the nonprofit sector drive impact, and we're building the operating system for grant-funded organizations. To help us get there, we're hiring a remote Mid-Market & Enterprise Sales Manager to 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 our upmarket sales motion. About us: 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, which is opening up larger, more complex deals as we move upmarket. Our trajectory is dramatically up-and-to-the-right 📈—we're cash flow positive with customers who love us (NPS 65+, Ellis PMF 60+) and a rapidly expanding product surface that's opening new market segments and deal sizes. About the role: As Mid-Market & Enterprise Sales Manager, you'll build and lead a team of Account Executives selling into nonprofits ranging from $500K to $20M+ in revenue—and selectively pursuing large institutional accounts with custom, high-value engagements. Your team will run consultative, multi-stakeholder sales cycles into organizations managing complex grant portfolios: government funding, foundation grants, multi-year awards, and post-award compliance workflows. You'll own two related but distinct motions. We have a large number of inbound velocity deals that close quickly on a 30–60 day cycle and require basic discovery, POC management, and sharp positioning of our full platform. We are also bringing new products to market at significantly higher ACVs, and need to scale our team to involve multiple POCs, longer timelines, procurement navigation, and executive-level relationship building. You'll need the judgment to know which deals need which approach, and the coaching ability to develop AEs who can operate across the spectrum. This is a build role. You'll be 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 ~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  What we're looking for: 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 Bonus skills: Experience selling into nonprofits, government-funded organizations, higher education, healthcare systems, or mission-driven buyers Familiarity with grant management, fund accounting, or federal compliance frameworks (2 CFR Part 200, OMB Uniform Guidance) Experience with HubSpot CRM and modern RevOps tooling Background selling multi-product platforms where land-and-expand is a core GTM motion Experience with RFP responses or government procurement (SAM.gov, cooperative purchasing agreements) Why join Instrumentl? You'll be building one of our most strategically important sales motions at a company where the product is genuinely loved and the mission actually matters. We're at an inflection point - launching post-award products, moving upmarket, and defining how grant-funded organizations operate. We lean into feedback loops, value experimentation, and create an environment where strong operators have real ownership over outcomes. Join us and work every day with kind, sharp, mission-driven people who are building something that lasts.