SeniorFull TimeEN
Hello, we're Instrumentl.
We're a mission-driven startup helping the nonprofit sector drive impact, and we're building the operating system for grant-funded organizations. To help us get there, we're hiring a remote Mid-Market & Enterprise Sales Manager to lead a team of Account Executives selling multi-product solutions into larger, more complex nonprofit organizations. You'll report to the VP of Sales and play a foundational role in standing up our upmarket sales motion.
About us:
Instrumentl is a high-growth, YC-backed startup with almost 6,000 nonprofit customers—from community health centers to institutions like the San Diego Zoo and Georgetown University. We help nonprofits manage and grow grant funding end-to-end, which is opening up larger, more complex deals as we move upmarket. Our trajectory is dramatically up-and-to-the-right 📈—we're cash flow positive with customers who love us (NPS 65+, Ellis PMF 60+) and a rapidly expanding product surface that's opening new market segments and deal sizes.
About the role:
We don't have an enablement program today. We have a growing sales org (~30 people across inbound AEs, SDRs, mid-market/enterprise, and partnerships), a product that's evolving fast (we launched an entirely new post-award product line this year), and reps who need to learn more, faster, in an environment that changes quarter to quarter.
As Senior Enablement Manager, you'll design and stand up our enablement function from scratch, including onboarding programs, ongoing training, product launch readiness, competitive intelligence, sales content, and coaching frameworks. There is no existing playbook, no inherited curriculum, and no team to manage on day one. You'll be the person who figures out what's needed, builds it, ships it, measures whether it worked, and iterates. If you thrive in ambiguity and get energy from building structure where none exists, this is your role.
You'll work across Sales, Marketing, Product, and CS daily. You'll sit in on calls, dig into CRM data, shadow reps, attend product launches, and turn all of that into programs that actually move the number. We care about outcomes - ramp time, quota attainment, deal velocity, product adoption in the field - not slide decks that collect dust.
This is not a role where you'll be handed a brief and asked to execute. You'll need to identify the gaps yourself, prioritize ruthlessly, and build credibility with a high-performing sales team by shipping things that make their lives measurably better.
What you'll get to do:
Build our sales enablement function from zero: define the strategy, roadmap, and operating cadence
Design and run new hire onboarding that gets AEs and SDRs to productivity faster with clear ramp milestones and measurable benchmarks
Own product launch readiness for the sales team: translating new features, pricing changes, and product expansions into positioning, talk tracks, objection handling, and demo flows
Build and maintain a sales content library that reps actually use: battlecards, one-pagers, competitive intel, email templates, call scripts
Develop ongoing training programs tied to real performance gaps: call reviews, deal strategy sessions, skill-specific workshops
Partner with Sales Managers to build coaching frameworks and give them tools to develop their teams
Create and manage competitive intelligence: tracking market moves, synthesizing win/loss data, and arming the team with differentiated positioning
Instrument the enablement function: track leading indicators (content adoption, certification completion, ramp velocity) and tie them back to revenue outcomes
Collaborate with Marketing on messaging alignment, event prep, and campaign-to-sales handoff quality
Work with Product to ensure the sales team deeply understands the roadmap and can credibly speak to where the platform is headed
5–8+ years in sales enablement, revenue enablement, or a closely adjacent role (sales ops, sales training, product marketing with heavy enablement ownership) at a B2B SaaS company
Demonstrated experience building an enablement program from scratch or during a significant scale-up, not just maintaining an existing one
Deep comfort with ambiguity: you've operated in environments where the org was evolving fast, priorities shifted, and you had to figure out what to build before anyone asked you to build it
Strong instinct for prioritization, you know the difference between "nice to have" training and the enablement work that actually moves pipeline and close rates
Experience enabling teams selling multi-product platforms or navigating complex, multi-stakeholder sales cycles
Hands-on content creation ability: you can write a sharp battlecard, build a compelling onboarding module, and design a product launch kit without outsourcing the work
Credibility with salespeople: you've earned trust with quota-carrying reps by shipping things that made them better, not by mandating attendance at trainings
Analytical rigor: you measure what you build and can connect enablement activity to business outcomes
Excellent cross-functional collaborator, comfortable working across Sales, Marketing, Product, and CS without clear swim lanes
Strong written and verbal communication skills; you can distill complex product and competitive information into clear, actionable content
Bonus skills:
Experience in the nonprofit sector or with nonprofit buyers
Familiarity with grants management, fundraising, or institutional giving workflows
Experience with HubSpot, Gong, Granola, or similar sales tooling
Experience enabling both high-velocity SMB motions and longer-cycle mid-market/enterprise sales simultaneously
Background in product marketing or sales strategy
Why join Instrumentl?
Ground-floor ownership of a function that will shape how the entire revenue org operates
A product customers genuinely love, selling into a market with massive untapped potential
A leadership team that takes enablement seriously
Competitive compensation, equity, and benefits
Fully remote with a team that's collaborative, low-ego, and focused on building something that matters
