The SMB Sales Manager leads and develops a team of early-career Account Executives, focusing on high-velocity B2B SaaS sales techniques and driving performance through coaching and optimization of sales processes.
Hello, we’re Instrumentl.
We’re a mission-driven startup helping the nonprofit sector to drive impact, and we’re well on our way to becoming the most-loved grant discovery and management tool. To help us get there, we’re hiring a remote Growth AE Manager to lead our Growth AEs—early-career Account Executives who power our high-velocity SMB motion. You’ll report to the AE Sales Manager and play a vital role in shaping our future.
About us:
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 building the future of fundraising automation. Our charts are dramatically up-and-to-the-right 📈—we’re cash-flow positive and doubling year over year, with thrilled customers (NPS 65+, Ellis PMF 60+).
About the role:
As an SMB Sales Manager, you’ll coach and grow a team of early-career Account Executives, enabling them to master our fast-paced, high-velocity SMB sales motion. You’ll equip them with the skills, processes, and support to exceed targets, ramp quickly, and deliver consultative value to nonprofit organizations.
What you’ll get to do:
- Recruit, onboard, and ramp our Growth AEs
- Drive outbound deal sourcing motions to help AEs self-source and close qualified pipeline
- Coach your team through 1:1s, deal reviews, and real-time shadowing to develop confidence and skills
- Define, optimize, and scale high-velocity sales workflows, pipelines, playbooks, and metrics
- Own team performance: pipeline health, forecast accuracy, and quota attainment
- Collaborate with Marketing, Product, CS, and RevOps to align strategy and customer experience
- Participate in live deals—co-selling, modeling best practices, and troubleshooting in the moment
- Build a high-learning, supportive, and growth-oriented culture where every AE thrives
What we’re looking for:
- 3+ years managing or coaching early-career AEs in a velocity B2B SaaS sales environment
- Experience balancing a combination of inbound and outbound customer acquisition motions
- Experience building and scaling outbound acquisition motions from the ground up
- Track record of team quota attainment and ramping new AEs quickly
- Expertise in high-velocity sales methodologies, pipelines, and forecasting tools
- Strong operational rigor: data-driven, detail-oriented, constantly optimizing for efficiency
- Coach-first mindset: empathetic, supportive, and dedicated to developing talent
- Excellent verbal and written communicator, inspiring and relatable
- Comfortable in a fast-paced startup environment—flexible, proactive, and entrepreneurial
Bonus skills:
- Experience selling into the nonprofit sector or with nonprofit buyers
- Prior experience in fundraising automation or grant management tools
- Experience with Hubspot
Why join Instrumentl?
At Instrumentl, you’ll shape one of our most pivotal teams from the ground up. You’ll influence how we build sales culture, best practices, and results that power nonprofits to do good. We lean into feedback loops, value experimentation (“bend the curve”), and create an approachable, collaborative environment. Join us and kick it every day with kind, mission-driven people.
Top Skills
B2B Saas
Hubspot
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