Sales Manager, SMB and Commercial

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.

Instrumentl is a hypergrowth, YC-backed startup with over 5,000 nonprofit customers—from local shelters to institutions like the San Diego Zoo and the University of Alaska. We're cash flow positive. NPS is above 65, Ellis PMF above 60. Over the past year we've expanded from grant discovery into managing the full grant lifecycle, which means the same buyer who signed up for one thing now has a second and larger reason to say yes.

 

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 and are ready for larger, more consultative deals to newer sellers with strong instincts and plenty of headroom. Coaching across that range is the best part 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. We're also asking AEs to prospect into their own accounts, partnering with our SDR team, because the full lifecycle product opens conversations that don't start with a form fill. You'd coach both skillsets and hold a consistent bar across them.

That full lifecycle motion is where a lot of the upside sits. Many existing customers bought grant discovery and haven't moved up yet, and the expanded product sells for roughly twice as much. The conversation is different from the first sale. It involves finance, program staff, and how an organization actually runs its grant calendar, which makes it the highest-value thing you can build with this 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 also serious about using AI well. We want reps who get more done and prepare better because of it. We don't want reps who sound generated. Having judgment about that difference matters more to us than having used any particular tool.