Sales Manager, SMB and Commercial

Instrumentl
United States
Workplace: RemoteFull timeFunction: SalesExperience: 3+ yearsSkills: ["Coaching","Operational discipline","Sales methodology implementation","Judgment","High standards"]

Lead and uplevel a team of 6–8 Account Executives owning inbound conversion and outbound prospecting for SMB/commercial deals. Coach with a consistent quality bar, improve call quality using Gong/Granola, and drive full grant-lifecycle sales into existing customers. Own operating metrics (speed to lead, demo show rate, close rate, ASP, discount discipline, and mix), enforce operational rigor in HubSpot forecasts and pipeline, and partner with VP Sales, Enablement, Marketing, and RevOps to scale methodology and routing.

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FursaFursa
Instrumentl
Instrumentl
1 month ago

Sales Manager, SMB and Commercial

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Last checked: 22 hours agoStatus: Live

Job Summary

Lead and uplevel a team of 6–8 Account Executives owning inbound conversion and outbound prospecting for SMB/commercial deals. Coach with a consistent quality bar, improve call quality using Gong/Granola, and drive full grant-lifecycle sales into existing customers. Own operating metrics (speed to lead, demo show rate, close rate, ASP, discount discipline, and mix), enforce operational rigor in HubSpot forecasts and pipeline, and partner with VP Sales, Enablement, Marketing, and RevOps to scale methodology and routing.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Lead and uplevel a team of 6–8 Account Executives across different experience levels with per-rep development plans.
  • •Coach inbound conversion and outbound prospecting while maintaining consistent quality.
  • •Own operating metrics including speed to lead, demo show rate, close rate, ASP, discount discipline, and annual vs. monthly mix.
  • •Improve call quality using Gong and Granola via scorecards, call library, weekly practice, and demo-focused coaching.
  • •Drive full grant-lifecycle motion into both new and existing customers; partner with VP of Sales/Enablement, Marketing, and RevOps to scale methodology, routing, and territory logic.

Key Requirements

  • •3+ years managing quota-carrying AEs in B2B SaaS with fast-cycle experience.
  • •Experience managing at least eight reps at once and improving a team you didn’t hire.
  • •Real coaching range across both discovery fundamentals and multi-stakeholder deals.
  • •Comfort managing inbound conversion and outbound prospecting at the same time.
  • •Fluency in HubSpot, including building your own reports.
Experience:3+ yearsB2B SaaSNonprofit sectorGrant software
Skills:CoachingOperational disciplineSales methodology implementationJudgmentHigh standards
Tech Stack:HubSpotGongGranolaCRMAI

Company Brief

Instrumentl
Provides a SaaS platform that helps nonprofits and grant professionals discover, track, and win grant funding by combining grant prospecting, opportunity tracking, and workflow tools with automated matching and research features.
Industry: Enterprise Software
Company Size: Small (11 to 50 employees)
Growth: Growth Stage Startup
Headquarters: Seattle, United States
WebsiteLinkedIn