Account Executive


Date listed

2 months ago

Employment Type

Full time



Keywords: remote rocket

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 #1 most-loved grant discovery and management tool. To help us get there, we’re hiring a remote Account Executive to be the face of our brand for prospective customers. Our new Account Executive will have a key role in shaping the future of the Sales team, working directly with the AE Sales Manager and Head of Sales.

About us:  

Instrumentl is a hypergrowth YC-backed startup with over 3,000 nonprofit clients, from local homeless shelters to larger organizations like the San Diego Zoo and the University of Alaska. We are building the future of fundraising automation, helping nonprofits to discover, track, and manage grants efficiently through our SaaS platform.

Our charts are dramatically up-and-to-the-right 📈 — we’re cash flow positive and doubling year-over-year, with customers who love us (NPS is 65+ and Ellis PMF survey is 60+). Join us on this rocket ship to Mars!

About the role:

As an Account Executive at Instrumentl, you'll deliver 1:1 concierge onboarding and consultative sales experiences for our prospective customers. You'll be speaking to busy Executive Directors, Development Directors, Grants Managers, and professional grant writing consultants. We’ll expect you to convey warmth, kindness and competence in your approach. These folks are out there raising money to achieve their missions and you’ll help them leverage Instrumentl to get there faster!

You'll be the 13th member of the Sales team, working closely with:

  • Alia, Griffin, Joshua, Karen, Katarina, Katie, Mary, Maud, and Whitney, our Account Executives

  • Alex, Revenue Operations Manager

  • Corielle, Sales Manager

  • Gabe, Head of Sales

Get to know us at!

The Instrumentl team is fully distributed (read: no office!). For this position, we are looking for someone based in the continental US.

What you'll get to do:

  • Become an expert on grants/institutional fundraising
  • Take 40-50 30-min onboarding sessions per month
  • Build a portion of your own pipeline through warm outbound
  • Upgrade our customers’ institutional fundraising workflows and help them love the Instrumentl brand
  • Experiment with new onboarding flows and sales pitches to accelerate growth
  • Follow up with prospects and be highly responsive to their questions
  • Provide design and product input to the first-time user experience

What we're looking for:

  • Experience: You have 2+ years of experience in a high-velocity customer-facing role, e.g. sales, customer success, onboarding, or implementation at a SaaS company (or in a similar environment).
  • Empathy: You are driven to solve the actual, underlying problem for customers, especially problems that go unsaid.
  • Curiosity:  You make an effort to understand the true nature of the problem your customers want to address so you can provide the best possible solution.
  • Grit: You understand that mastery of any role requires hard work and coaching, and enjoy that challenge and journey.
  • Communication: You pride yourself on your ability to communicate complex topics easily in person and in writing.
  • Drive: You want to take control of your own success and build on the processes already in place.
  • Friendliness: You are warm and approachable, and you genuinely enjoy communicating with others.
  • Tech savviness: You have used tools like G Suite, Zoom, Slack, and, and pride yourself on adopting new technologies quickly.

Bonus skills:

  • Experience selling into the nonprofit market
  • Experience working in fundraising for nonprofits
  • Experience working in a startup environment
  • Experience working remotely

Compensation & benefits:

  • $65,000 - $70,000/year base salary + equity + uncapped commission (OTE $130,000 - $140,000/year)
  • 100% covered health, dental, and vision insurance for employees, 50% for dependents
  • Generous PTO policy, including parental leave
  • 401(k)
  • Company laptop + stipend to set up your home workstation
  • Company retreats for in-person time with your colleagues
  • Work with awesome nonprofits around the US. We partner with incredible organizations doing meaningful work, and you get to help power their success.

Why join Instrumentl?

Instrumentl is evolving rapidly. You’ll always have new challenges and opportunities to grow in your role - you won’t be bored! You’ll be an early member of our small but mighty team, playing a huge part in shaping our culture for the years and teammates to come.

At Instrumentl:

- We’re customer-focused. We routinely seek feedback from our customers to improve the Instrumentl experience for everyone. Our first company value is "The customer is the hero" and we mean it.

- We love to experiment. We are constantly generating new concepts and iterating to see what works - ideation and experimentation are essential here. "Bend the curve" is another key company value.

- We appreciate authenticity. We have a diverse range of life experiences, and we encourage open, clear communication with each other about the things that matter most to us.

- We’re approachable and collaborative. Everyone has a voice, and we’re all building Instrumentl together.

- We kick it every day with some of the nicest people in the world. No joke, our customers are often on the front lines educating kids, saving endangered species, and restoring watersheds. In helping them take advantage of Instrumentl’s technology, you’re helping them move the world forward.

Ready to apply?

Using the Apply button, please submit your responses to the prompts below: 

1. Why are you interested in Instrumentl & this role?

2. Please describe your past experience related to this role. We are interested in learning more about your quota (or equivalent) at your most recent sales job, your performance, the customer profiles and contract sizes you’ve worked with in the past, and the highest number of customers you've closed or worked with in a single month. 

If this would be your first sales role, please explain why you're interested in making the transition and how your past experience has prepared you for the AE position.

3. Where did you hear about this role?

Along with your responses, please attach your CV or resume.

At Instrumentl, we pride ourselves on building a diverse team from the ground up. Every role is an opportunity to teach, learn, and create some of your best work - if you’re excited to grow along with us, we encourage you to apply!

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