The Account Manager will build relationships with existing nonprofit clients, drive upsell opportunities, and provide consultative support to meet their evolving needs, while championing customer feedback within the company.
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 Account Manager to be the face of our brand for prospective customers. Our new Account Manager will have a key role in shaping the future of the Sales team, working directly with our Sales Managers and VP 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!
About the role:
As an Account Manager at Instrumentl, you'll own relationships with a book of existing customers — helping them get more value from the platform and expanding their usage as their needs grow. You'll work with Executive Directors, Development Directors, Grants Managers, and finance teams at nonprofits who already know and love Instrumentl. You'll handle inbound upgrade requests while also proactively outbounding into strategic accounts where you see expansion opportunity. We'll expect you to convey warmth, kindness, and competence in every interaction. These folks are out there raising money to achieve their missions, and you'll help them unlock even more of Instrumentl to get there faster!
Get to know us at instrumentl.com/about!
For this position, we are looking for someone based in the continental US.
What you'll get to do:
- Become an expert on grants and institutional fundraising — and on how nonprofits manage awards post-grant
- Own and grow a book of existing customers by identifying upsell and cross-sell opportunities
- Proactively outbound into strategic accounts using creative, personalized tactics
- Lead customers through consultative discovery to match them with higher-tier solutions that fit their evolving workflows
- Serve as the voice of the customer internally, feeding insights back to Product and CS to improve the platform
- Experiment with new expansion playbooks and outreach sequences to accelerate net revenue retention
What we're looking for:
- Experience: You have 1–3 years of account management, customer success, or closing experience in a SaaS environment, ideally with an expansion or upsell component.
- Empathy: You are driven to solve the actual, underlying problem for customers, especially problems that go unsaid.
- Curiosity: You dig into how customers actually use the product today so you can surface the right upgrade path — not just the obvious one.
- Proactivity: You don't wait for inbound requests. You spot signals in usage, conversation, and timing to reach out before the customer even asks.
- Communication: You pride yourself on your ability to communicate complex topics easily in person and in writing.
- Grit: You understand that mastery of any role requires hard work and coaching, and enjoy that challenge and journey.
- Friendliness: You are warm and approachable, and you genuinely enjoy building long-term relationships.
- Tech savviness: You have used tools like Claude, HubSpot, G Suite, Zoom, Slack, and Gong, and pride yourself on adopting new technologies quickly.
Bonus skills:
- Experience selling into the nonprofit market
- Experience with post-sale expansion motions (upsell, cross-sell, multi-product adoption)
- Experience working in fundraising for nonprofits
- Experience working in a startup environment
- Experience working remotely
Compensation & benefits:
- 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!
Instrumentl San Francisco, California, USA Office
San Francisco, CA, United States
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