[Hiring] Sales Manager @Instrumentl

Role Description

Hello, we’re Instrumentl. We build software for grant-funded organizations. We're hiring a remote SMB & Commercial Sales Manager to help run the team that handles the majority of our inbound demand. You'd report to the VP of Sales.

Our customers are mostly nonprofits buying grant software for the first time. Deals move fast, most close within a few weeks, and the decision usually involves one or two people on their side.

You'd step into a team that's already producing:

• Experience ranges from AEs who have sold through two product launches to newer sellers with strong instincts.
• Coaching across that range is a key aspect of this job.
• At our deal volume, moving one rep's close rate a few points shows up in the number quickly.

The team runs both motions:

• Inbound is the larger share today and carries real volume.
• AEs are also asked to prospect into their own accounts, partnering with our SDR team.

You’ll hold a high bar on operational rigor:

• Clean pipeline, accurate forecasts, deal notes someone else can read, and reviews that change what a rep does next.

We’re serious about using AI well:

• We want reps who get more done and prepare better because of it.
• Having judgment about that difference matters more to us than having used any particular tool.

What you’ll get to do:

• Lead and uplevel a team of 6-8 Account Executives across a real spread of experience levels.
• Coach both inbound conversion and outbound prospecting, holding the same quality bar in each.
• Own the operating metrics: speed to lead, demo show rate, close rate, average selling price, discount discipline, annual versus monthly mix.
• Raise call quality using Gong and Granola, including scorecards and a call library.
• Drive the full lifecycle motion into a base that bought a narrower product.
• Partner with the VP of Sales and Enablement to implement and reinforce a shared sales methodology.
• Set the standard for operational hygiene: forecast accuracy, pipeline that reflects reality, and HubSpot data your peers can trust.
• Bring judgment to how we scale with AI.
• Partner with Marketing on lead quality and channel feedback, and with RevOps on routing, capacity modeling, and territory logic.
• Set escalation criteria with the Mid-Market and Enterprise team for upmarket deals.
• Hire and ramp as the team grows, owning the onboarding path that gets a new rep productive.

Qualifications

• 3+ years managing quota-carrying AEs in B2B SaaS, including experience with fast cycles.
• Experience managing at least eight reps at once, with evidence of team improvement.
• Real coaching range, capable of developing reps with varying needs.
• Comfort managing inbound conversion and outbound prospecting simultaneously.
• A specific number you moved, with the before and after.
• Track record implementing a sales methodology.
• Operational discipline: accurate forecasting and clean CRM practice.
• Thoughtful about AI in sales, with practical experience.
• Fluency in HubSpot, including building your own reports.
• High standards applied consistently, including to yourself.

Bonus Skills

• Experience selling into the nonprofit sector or with nonprofit buyers.
• Experience selling a second product into an existing customer base.
• Product-led or trial-led experience, especially converting self-serve signups into paid.
• Familiarity with grant management or fund accounting.

Benefits

• Shape one of our most important teams at a pivotal point in our company's journey.
• Influence how we build sales culture, best practices, and results that power nonprofits to do good.
• Collaborative environment with kind, mission-driven people.