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. 👋
Nonprofits do some of the most important work in the world, and most of them are still managing grants in spreadsheets. We're fixing that.
Instrumentl is a profitable, hypergrowth, YC-backed SaaS platform building the operating system for grant-funded organizations. More than 5,500 nonprofits use Instrumentl to discover, track, and win grant funding, from local community organizations to the San Diego Zoo and the University of Alaska. Collectively they’ve moved over $1 billion through our platform.
We're growing more than 40% year over year, customers love us (Ellis PMF 60+), and we're hiring people who want to build something that matters.
About the role:
We’re hiring an Account Manager, reporting to the AE Senior Manager, to 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. 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.
What you'll do
- Own and grow a book of existing customers by identifying upsell and cross-sell opportunities
- Proactively outbound into strategic accounts using creative, personalized tactics to identify expansion opportunities before customers ask
- Lead customers through consultative discovery to match them with higher-tier solutions that fit their evolving workflows
- Experiment with new expansion playbooks and outreach sequences to accelerate net revenue retention
- Build trusted, long-term relationships with Executive Directors, Development Directors, Grants Managers, and finance teams at nonprofits who already love Instrumentl
- Serve as the voice of the customer internally, feeding insights back to Product and CS to improve the platform
- Handle inbound upgrade requests and proactive outreach with warmth, fast follow-through, and strong attention to detail
Customer Growth & Expansion
Relationship & Advocacy
What we're looking for:
- 1-3 years of account management, customer success, or closing experience in a SaaS environment
- Experience with expansion or upsell motions
- Strong written and verbal communication skills
- Comfortable with tools like HubSpot, Gong, G Suite, Zoom, and Slack
- Experience selling into the nonprofit market
- Experience with post-sale expansion motions: upsell, cross-sell, multi-product adoption
- Startup or high-growth environment experience
- Background in fundraising or nonprofit operations
Required
Nice to Have
Compensation & benefits:
- 100% covered health, dental, and vision insurance for employees (50% for dependents)
- Generous PTO, including parental leave
- 401(k)
- Company laptop and home-office stipend
- Bi-annual company retreats
Benefits
Instrumentl is evolving rapidly. You’ll always have new challenges and opportunities to grow here.
Instrumentl is an equal opportunity employer. We are committed to building an inclusive workplace and do not discriminate based on race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, or any other legally protected status. We encourage candidates from all backgrounds to apply. If you need a reasonable accommodation during the application or interview process, please let us know.
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