Senior Account Executive, National Accounts

About us: 

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 seasoned Senior Account Executive to help us break into key National accounts. This role will pursue sophisticated, multi-threaded deals with the largest national-scale accounts and foundations in our space. 

Instrumentl is a hypergrowth YC-backed startup with almost 6,000 nonprofit clients, from local homeless shelters to larger organizations like Georgetown University. 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 with customers who love us (NPS is 65+ and Ellis PMF survey is 60+). Join us on this rocket ship!

About the role:

We are seeking a seasoned, relentless "hunter" to act as a National Account Executive. You will be responsible for identifying, pursuing, and closing bulk software license deals, for example with national headquarters of multi-chapter organizations, grantmakers purchasing on behalf of their grantees, or nonprofit associations providing licenses as a member benefit. This is a fully outbound role focused on securing high-level meetings, mapping complex organizational structures, and navigating long sales cycles to deliver customized, enterprise-wide solutions.

For this position, we are looking for someone based in the continental US.

Key responsibilities:

• Targeted Prospecting & Outreach: Execute a comprehensive outbound strategy targeting C-level executives, VPs, and IT Directors at national headquarters of multi-chapter, franchise, or network-based organizations.

• Strategic Relationship Building: Map out complex organizational hierarchies to identify key stakeholders at both the national headquarters and regional levels to influence bulk licensing decisions.

• Full-Cycle Sales Management: Own the entire sales process from initial outreach, discovery, and product demonstration to negotiation, final contract signature and continuous expansion of the contract to include more licenses. 

• Bulk Licensing Sales: Structure and negotiate complex, large-scale software licensing deals and partnership agreements to drive significant, recurring revenue.

• Customized Value Proposition: Tailor presentations to demonstrate how the software solves efficiency, compliance, or operational challenges across all chapters of the network.

• Pipeline & CRM Management: Maintain meticulous records within CRM systems (e.g., Salesforce) to track activity, forecast revenue, and manage a healthy pipeline

Required skills and experience:

• Experience: 5+ years of experience in full-cycle B2B SaaS/software sales, with a proven track record of closing high-value, enterprise-level deals.

• Outbound Expertise: Strong, demonstrable success in cold calling, personalized email outreach, and leveraging LinkedIn Sales Navigator to break into large organizations.

• Strategic Selling: Ability to sell to C-suite decision-makers, navigating procurement, and handling complex legal/technical requirements.

• Industry Knowledge: Experience selling to or managing national accounts, networks, franchises, or similar hierarchical structures is strongly preferred.

Nice to have:

• Experience selling to multi-chapter and large network-based organizations

• Experience pioneering a new sales motion at a rapidly-growing startup