Instrumentl

• 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

• Build and own the multi-channel demand engine: SEO/SEM, Paid Social, Email, and emerging channels. Set targets and own the resourcing plan and outcomes behind them • Develop creative campaigns and messaging that compels nonprofits and grant-funded organizations to engage and convert • Lead our AEO/GEO approach so Instrumentl shows up across traditional and AI-powered discovery • Own the conversion funnel from first touch through free-trial activation and Sales handoff • Partner with Product and RevOps to optimize landing pages, onboarding flows, and lead routing • Work with PMM, Brand, and Events to build integrated campaigns Align with Sales on lead quality and pipeline; partner with RevOps and Finance on attribution, budgeting, and ROI • Stand up the needed dashboards and reporting infrastructure to support data driven decision making • Build a rigorous test-and-learn model: structured experiments, fast iteration, clear learnings • Use AI tools to accelerate execution and build workflows that compound over time

• Ship AI to production • Build tool-using LLM agents (task planning, function and tool calling, multi-step workflows, guardrails) for grant discovery, application drafting, and research assistance. • Turn prototypes into resilient, observable services with clear SLAs, rollback and fallback strategies, and cost and latency budgets. • Stand up evaluation and observability so our AI stays grounded, safe, and cost-effective. • Build trustworthy backends • Write high-quality, thoroughly tested code across the backend and the data pipelines that power retrieval and evaluation. • Contribute to reliability practices: alerts, dashboards, and incident response. • Collaborate and raise the bar • Partner with Product, Design, and GTM on scoping, UX, and measurement. • Run experiments (A/B, canaries), interpret results, and iterate. • Raise engineering standards through clear, maintainable code, tests, docs, and thoughtful review.

• Become an expert on grants and institutional fundraising so you can have genuinely useful conversations with prospects • Outbound into your book of business using creative, personalized tactics to generate pipeline • Run a mix high-velocity and longer sales cycles with warmth and precision, from first contact through close • Follow up with prospects quickly and be highly responsive to their questions • Experiment with new onboarding flows and sales pitches to accelerate growth • Deliver concierge-level onboarding experiences that upgrade customers’ institutional fundraising workflows and help them love the Instrumentl brand • Provide product and design input on the first-time user experience • Surface insights from customer conversations to improve positioning and pitch

• Own GrantOS end-to-end • Lead design across GrantOS Platform and Core, from discovery and research through shipping and iteration • Shape how grant professionals interact with Instrumentl as a platform: task management, reporting, integrations, and the data relationships that span the full grant lifecycle • Drive zero-to-one product development in greenfield spaces where the problem isn't fully defined, and help define it • Define the interaction patterns and design system foundations that every other product area inherits • Raise the quality bar across Instrumentl's design system and coach other designers • Act as a force multiplier for the broader design team, shaping how the org operates • Conduct and synthesize user research independently, translating ambiguous user needs into clear product direction • Partner as a true strategic peer to your PM and engineering lead, bringing a point of view and driving alignment across product, engineering, and GTM

• Own the customer experience • Handle customer tickets, escalations, billing questions, bug reports, and product education. You’re in the queue, not above it. • Set the standards for response quality, tone, accuracy, and escalation, then hold the team (humans and AI) to them. • Improve first-response and resolution times for our highest-priority ticket types while maintaining or improving CSAT. • Build lightweight QA loops so quality is something we measure, not something we hope for. • Scale support through AI and self-serve • Own day-to-day Fin/AI support performance: training, monitoring, reviewing answers, and tightening workflows. • Spot repetitive ticket categories that should be solved by AI, macros, better help-center content, or product education, and ship the fix. • Build human-in-the-loop workflows so AI resolves more, and routes the rest to a human cleanly. • Use customer conversations as a feedback loop: surface documentation gaps, AI gaps, UX issues, and product confusion. • Build the support operating system • Own queue management, routing, escalation paths, SLAs, and coverage planning, including the awkward stuff like company off-sites and holidays. • Sharpen billing, cancellation, and refund workflows in partnership with Finance and CS. • Oversee operational data workflows, including our spreadsheet-import process and the contractors who power it. • Create internal playbooks and documentation so support doesn’t live in tribal knowledge. • Build reporting that helps leadership see ticket volume, customer pain, team performance, and scaling risk.

• Own a customer communication strategy that drives engagement and promotes brand loyalty • Leverage both quantitative and qualitative data to drive segmentation strategies and dynamic personalization for various communication efforts • Build and deploy educational materials that improve customer onboarding, product adoption, and awareness of Instrumentl’s value prop • Create and deliver high-impact training programs and identify new opportunities for customer education • Develop, manage, and maintain data-driven messaging campaigns with high open rates and low opt out rates to create a coherent customer journey and improve product adoption • Create and maintain self-serve resources for customers • Scale customer retention and identify upsell opportunities using a metrics-backed approach • Serve as the voice of our customers, share customer feedback, and advocate for our customers' needs, especially with revenue and product teams • Assist with customer support questions and day to day tasks that enable our team and customers

• Own Instrumentl’s content ecosystem as we evolve from a grant discovery tool into a full-lifecycle grant operating system. • Steward our editorial vision and brand voice across every channel. • Drive full-funnel growth, and shape how nonprofits discover and trust Instrumentl as the platform they can’t live without. • Partner with growth product, agencies, and freelancers to grow SEO and GEO traffic quarter over quarter. • Guide keyword and topic strategy, set the bar for editorial quality, and develop subject matter expertise in grants and nonprofit fundraising. • Stay current on how generative search is reshaping content distribution and bring a POV on what to test. • Develop and steward Instrumentl’s editorial vision and brand voice across blog, newsletter, social, and events. • Build and run a content calendar where every asset earns its keep, turning one webinar or report into downstream pieces across channels. • Get hands-on with original research, product copy, and flagship pieces where editorial judgment matters most. • Partner with product marketing and growth on ad campaigns, gated assets, landing pages, sales collateral, and nurture sequences. • Set up AI workflows the rest of the team can use to draft and QA on-brand copy quickly without diluting our voice. • Manage a roster of freelancers and agencies to execute at scale.

• Growth partner. Design experiments, prioritize hypotheses, and analyze what moved the needle in partnership with our Acquisition and Activation Growth squads. • Experimentation. Own the experimentation framework end-to-end: design, statistical rigor, readouts, and the decisions that come out of them. • Semantic layer + self-serve. Build out our semantic layer in Omni so PMs, designers, and Sales can self-serve trustworthy answers without pinging you. • Company reporting. Build source-of-truth dashboards that connect product and growth metrics to ARR, activation, retention, and ROI. • Data quality. Partner with Engineering and Data Platform to validate tracking, schemas, and pipelines across Heap, BigQuery, and Omni. • Cross-functional comms. Translate complex analyses into concise, actionable narratives for technical and non-technical audiences across Product, Growth, and Leadership.

• Maintain our marketing data model in HubSpot, ensuring clean object relationships, consistent field architecture, and scalable structure as we grow • Build and maintain data pipelines that connect external sources (product usage from our Growth Product team, event/webinar platforms, enrichment providers, ad platforms, etc.) into our marketing systems • Establish data governance standards and ensure data quality across all marketing systems, from campaign attribution to lifecycle stage definitions • Partner with Growth Product to instrument signup and onboarding events, ensuring product data flows cleanly into HubSpot • Continuously test, refine, and improve lead scoring and segmentation models based on conversion data and PMM feedback • Create a 'single source of truth' for marketing data that PMMs, Events & Community, Growth, and the broader GTM org can trust • Evaluate, implement, and optimize AI tools that enhance marketing productivity (content personalization, audience research, etc.) • Build automated workflows that reduce manual work for marketers. Think enrichment on inbound signups, automated event follow-up sequences, intelligent nurture branching, and onboarding triggers • Build and maintain dashboards and reports that provide visibility into funnel health, channel performance, campaign ROI, event ROI, and signup → activation conversion • Document metric definitions, scoring logic, and attribution methodologies to ensure transparency across Marketing and GTM teams • Partner with Data Engineering and the Growth Product eng team, and own outside integrations between our marketing tools (HubSpot, event platforms, community tools, ad platforms, enrichment, product analytics, data warehouse) • Support the Events & Community team in launching in-person events, from list building to reporting on results