Manager, Sales Development

Instrumentl is seeking a remote Manager, Sales Development to lead and expand its Sales Development function. This role involves building a world-class top-of-funnel engine, generating qualified pipeline through inbound and outbound activities, coaching SDRs, refining messaging, and partnering with various departments to improve the sales funnel. The manager will also architect scalable processes and focus on career development for the team.

Must Have

• Lead, coach, and mentor a team of SDRs
• Build, refine, and maintain clear outbound and inbound qualification processes
• Partner closely with Sales Leadership to ensure alignment with revenue targets
• Collaborate with Marketing, Ops, Recruiting, and Enablement
• Report on performance against quota and analyze leading indicators
• Recruit, interview, hire, and onboard new SDRs
• Create training programs, ramp plans, and ongoing development frameworks
• Drive adoption of systems, CRM processes, and sales technology
• 5+ years of SaaS sales experience
• 2+ years of SDR management experience

Good to Have

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

Perks & Benefits

• Shape one of our most pivotal teams from the ground up
• Influence how we build sales culture, best practices, and results
• Lean into feedback loops
• Value experimentation ("bend the curve")
• Create an approachable, collaborative environment
• Work with kind, mission-driven people

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 are hiring a remote Manager, Sales Development to lead, elevate, and expand our Sales Development function.

About us:

Instrumentl is a hypergrowth, YC-backed startup with over 5,000 nonprofit customers—from local shelters to institutions like the San Diego Zoo and the University of Alaska. We’re building the future of fundraising automation. Our charts are dramatically up-and-to-the-right 📈—we’re cash-­flow positive and doubling year over year, with thrilled customers (NPS 65+, Ellis PMF 60+).

About the role:

We are building a world-class top-of-funnel engine, and the Manager of our Sales Development teams will play a central role in shaping its direction. You will lead a team responsible for generating qualified pipeline through both inbound qualification and a broad set of outbound activities, including cold outreach, warm lead follow-up, persona-based sequencing, event follow-up, and targeted vertical prospecting.

This is a hands-on leadership role. You will coach SDRs daily, refine messaging, build repeatable systems, and partner with Sales Leadership, Marketing, Operations, Recruiting, and Enablement to improve every aspect of the funnel. You will also architect scalable processes that allow our outbound team to support multiple nonprofit segments while maintaining consistency, quality, and velocity.

Most importantly, you will grow people. Your leadership will influence the next generation of Instrumentl AEs and future leaders by creating a high-performance environment rooted in clarity, accountability, and career development.

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

What you’ll get to do:

• Lead, coach, and mentor a team of SDRs to drive consistent execution and strong performance
• Build, refine, and maintain clear outbound and inbound qualification processes that generate reliable meetings and high high-quality pipeline
• Partner closely with Sales Leadership to ensure alignment between SDR output and revenue targets
• Collaborate with Marketing, Ops, Recruiting, and Enablement to enhance lead quality, tooling, workflows, and messaging
• Report on performance against quota and analyze leading indicators to identify improvements across the entire funnel
• Recruit, interview, hire, and onboard new SDRs as we scale
• Create training programs, ramp plans, and ongoing development frameworks that accelerate SDR proficiency and career growth
• Drive adoption of systems, CRM processes, and sales technology to improve efficiency and data quality

What we’re looking for:

• 5+ years of SaaS sales experience
• 2+ years of SDR management experience with a proven record of developing top talent
• Strong communication and the ability to simplify complex topics for both direct reports and cross-functional partners
• Demonstrated operational excellence with a data-driven approach to problem-solving
• Experience building or refining outbound programs in high-growth environments
• Familiarity with CRM workflows, sales engagement tools, and pipeline analytics

Bonus skills:

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

Why join Instrumentl?

At Instrumentl, you’ll shape one of our most pivotal teams from the ground up. You’ll influence how we build sales culture, best practices, and results that power nonprofits to do good. We lean into feedback loops, value experimentation (“bend the curve”), and create an approachable, collaborative environment. Join us and kick it every day with kind, mission-driven people.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.