Account Manager

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.

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!

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 !

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

• 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

• 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, Hub Spot, G Suite, Zoom, Slack, and Gong, and pride yourself on adopting new technologies quickly.

• 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

• 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…