SMB Sales Manager

Summary

Join Instrumentl, a mission-driven startup, as a remote Growth AE Manager to lead and develop a team of early-career Account Executives. You will play a vital role in shaping the company's future by coaching, mentoring, and supporting your team in exceeding sales targets. This role involves recruiting, onboarding, and training AEs, optimizing sales workflows, and collaborating with other departments to ensure a positive customer experience. You will also participate directly in sales activities, modeling best practices, and fostering a supportive team culture. The ideal candidate has 3+ years of experience managing early-career AEs in a B2B SaaS sales environment and a proven track record of success.

Requirements

• 3+ years managing or coaching early-career AEs in a velocity B2B SaaS sales environment
• Experience balancing a combination of inbound and outbound customer acquisition motions
• Experience building and scaling outbound acquisition motions from the ground up
• Track record of team quota attainment and ramping new AEs quickly
• Expertise in high-velocity sales methodologies, pipelines, and forecasting tools
• Strong operational rigor: data-driven, detail-oriented, constantly optimizing for efficiency
• Coach-first mindset: empathetic, supportive, and dedicated to developing talent
• Excellent verbal and written communicator, inspiring and relatable
• Comfortable in a fast-paced startup environment—flexible, proactive, and entrepreneurial

Responsibilities

• Recruit, onboard, and ramp our Growth AEs
• Drive outbound deal sourcing motions to help AEs self-source and close qualified pipeline
• Coach your team through 1:1s, deal reviews, and real-time shadowing to develop confidence and skills
• Define, optimize, and scale high-velocity sales workflows, pipelines, playbooks, and metrics
• Own team performance: pipeline health, forecast accuracy, and quota attainment
• Collaborate with Marketing, Product, CS, and RevOps to align strategy and customer experience
• Participate in live deals—co-selling, modeling best practices, and troubleshooting in the moment
• Build a high-learning, supportive, and growth-oriented culture where every AE thrives

Preferred Qualifications

• Experience selling into the nonprofit sector or with nonprofit buyers
• Prior experience in fundraising automation or grant management tools
• Experience with Hubspot