InstrumentlRemote
Sales Manager - Mid-Market and Enterprise
United States of America
Full Time
6 days ago
Visa Sponsor
Key skills
B2B SaaS sales managementMid-market salesEnterprise salesUpmarket sales motion designOutbound pipeline generationInbound demand conversionMulti-stakeholder deal cycle navigationProcurement navigationLegal and security review processesBudget approval processesPipeline forecasting and modelingTerritory design and capacity planningData-driven coachingHubSpot CRMRevOps toolingGrant managementFund accountingFederal compliance frameworks 2 CFR Part 200Federal compliance frameworks OMB Uniform GuidanceRFP responsesGovernment procurement SAM.govGovernment procurement cooperative purchasing agreementsCoach-first leadershipCSaaSCRMLeadershipSales
About this role
Instrumentl is a mission-driven startup helping the nonprofit sector drive impact by building the operating system for grant-funded organizations. They are seeking a Mid-Market & Enterprise Sales Manager to lead a team of Account Executives in selling multi-product solutions to larger, complex nonprofit organizations.
Responsibilities:
- 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
Requirements:
- 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
- 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)