Senior Account Executive, National Accounts

Instrumentl

Senior Account Executive driving sales for a nonprofit funding automation platform. Focused on securing high-value software licensing deals with large national organizations.

Posted 6/28/2026full-timeRemote • California • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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

Benefits

Comp & perks

Health insurance
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Full-Cycle SalesSoftware LicensingNegotiationContract ManagementSales Strategy

Soft Skills

CommunicationInfluencingPresentation Skills