Senior Account Executive, National Accounts

Instrumentl

2d • Remote

About The Position

We are a mission-driven startup dedicated to empowering the nonprofit sector to drive impact, and we are rapidly becoming the most-loved grant discovery and management tool. We are seeking a seasoned Senior Account Executive to spearhead our efforts in penetrating key National accounts. This role will focus on pursuing sophisticated, multi-threaded deals with the largest national-scale accounts and foundations in our industry. Instrumentl is a hypergrowth YC-backed startup with nearly 6,000 nonprofit clients, ranging from local homeless shelters to major institutions like Georgetown University. We are revolutionizing fundraising automation, enabling nonprofits to efficiently discover, track, and manage grants through our SaaS platform. Our growth trajectory is exceptionally strong, we are cash flow positive, and our customers express high satisfaction (NPS is 65+ and Ellis PMF survey is 60+). Join our rapidly expanding team!

Requirements

• 5+ years of experience in full-cycle B2B SaaS/software sales, with a proven track record of closing high-value, enterprise-level deals.
• Strong, demonstrable success in cold calling, personalized email outreach, and leveraging LinkedIn Sales Navigator to break into large organizations.
• Ability to sell to C-suite decision-makers, navigating procurement, and handling complex legal/technical requirements.
• Experience selling to or managing national accounts, networks, franchises, or similar hierarchical structures is strongly preferred.

Nice To Haves

• Experience selling to multi-chapter and large network-based organizations
• Experience pioneering a new sales motion at a rapidly-growing startup

Responsibilities

• Execute a comprehensive outbound strategy targeting C-level executives, VPs, and IT Directors at national headquarters of multi-chapter, franchise, or network-based organizations.
• Map out complex organizational hierarchies to identify key stakeholders at both the national headquarters and regional levels to influence bulk licensing decisions.
• 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.
• Structure and negotiate complex, large-scale software licensing deals and partnership agreements to drive significant, recurring revenue.
• Tailor presentations to demonstrate how the software solves efficiency, compliance, or operational challenges across all chapters of the network.
• Maintain meticulous records within CRM systems (e.g., Salesforce) to track activity, forecast revenue, and manage a healthy pipeline.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed