Sales Manager, SMB and Commercial

Instrumentl is a hypergrowth, YC-backed startup that builds software for grant-funded organizations. They are seeking a remote SMB & Commercial Sales Manager to lead a team of Account Executives, focusing on both inbound and outbound sales strategies, while ensuring operational excellence and effective coaching across diverse experience levels.

Responsibilities:

• Lead and uplevel a team of 6-8 Account Executives across a real spread of experience levels, with a development plan per rep rather than one program for everyone
• Coach both inbound conversion and outbound prospecting, and hold 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. Scorecards, a call library, weekly practice, and specific work on the moments in a demo where deals stall
• Drive the full lifecycle motion into a base that bought a narrower product, including the multi-stakeholder conversations that come with it
• Partner with the VP of Sales and Enablement to implement and reinforce a shared sales methodology, and to certify reps against it
• 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, including where our internal tooling helps a rep and where it gets in the way
• 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 so upmarket deals get routed early
• Hire and ramp as the team grows, and own the onboarding path that gets a new rep productive

Requirements:

• 3+ years managing quota-carrying AEs in B2B SaaS, including experience with fast cycles
• Experience managing at least eight reps at once, and evidence you improved a team you didn't hire
• Real coaching range. You can develop a rep who needs discovery fundamentals and a rep who needs help running a multi-stakeholder deal
• Comfort managing inbound conversion and outbound prospecting at the same time
• A specific number you moved, with the before and after
• Track record implementing a sales methodology, not just being trained in one
• Operational discipline. Accurate forecasting, clean CRM practice, and the willingness to enforce both
• Thoughtful about AI in sales. You've used it in your own work and can say where it helped and where it didn't
• Fluency in HubSpot, including building your own reports
• High standards you apply consistently, including to yourself
• 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