Sales Manager, SMB and Commercial
Remote
Full Time
#Sales
#SaaS
#HubSpot
#Gong
#Sales Methodology
#Forecasting
#Pipeline Management
#Coaching
#AI Tools
We are Instrumentl, a YC-backed startup on a mission to support the nonprofit sector with powerful software. We have grown to serve over 5,000 customers, ranging from local shelters to major institutions like the San Diego Zoo. We are cash flow positive and currently scaling our platform to manage the entire grant lifecycle. We are looking for a dedicated leader to join us as we expand our impact and help mission-driven organizations thrive.
Role at a glance
We are seeking a Senior Sales Manager to lead our SMB and Commercial team. This is a full-time, remote position based in the United States. You will report directly to our VP of Sales and oversee a high-performing group responsible for managing our significant inbound demand.
Your impact
- Lead and develop a team of 6-8 Account Executives, creating personalized development plans that help each individual grow their skills and performance.
- Drive our full lifecycle sales motion by coaching the team on how to move existing customers toward our expanded product offerings, which involve more complex, multi-stakeholder conversations.
- Maintain high operational standards by ensuring accurate forecasting, clean pipeline management in HubSpot, and consistent use of our sales methodology.
What you'll need
We are looking for a leader who is fluent in English and brings a strong background in B2B SaaS. You should possess the following qualities and experience:
- At least 3 years of experience managing quota-carrying Account Executives, specifically within fast-cycle sales environments.
- Proven ability to coach a wide range of talent, from those mastering discovery fundamentals to those managing complex, multi-stakeholder deals.
- Expertise in balancing inbound conversion with outbound prospecting motions.
- Deep operational discipline, including a track record of accurate forecasting and CRM hygiene.
- A thoughtful approach to integrating AI tools into sales workflows to improve efficiency without sacrificing authentic communication.
- Technical proficiency in HubSpot, including the ability to build custom reports.
- Experience using tools like Gong to drive call quality and team performance.
Perks and compensation
- The flexibility of a remote work environment.
- The opportunity to shape the sales culture and strategy at a hypergrowth, mission-driven company.
- A collaborative, feedback-oriented team environment where experimentation is encouraged.
