Backed by First Round Capital.
About the role
A Note on this Role: This is not a "wind down from AE" job. If you're looking for a quieter seat after carrying a new-business quota, this isn't it. Our Account Managers prospect, hunt, and build pipeline inside their book with the same intensity as our AEs — the difference is where you're hunting, not how hard. You're not managing a renewal; you're expanding a footprint.
What they're looking for
- Has 8+ years of quota-carrying B2B sales or account expansion experience, with a track record of consistently exceeding $1M+ in expansion or new-business bookings within an existing book of business
- Has an engineering background and is genuinely technical — able to go deep on manufacturing processes and data with customers' engineering teams, not just their business stakeholders
- Can build credibility with C-suite executives and founders — not just access, trust. You're comfortable in the room with technical VPs and CEOs alike, and people want you back in the room
- Takes critical feedback and internal pushback without getting defensive. Our best partners with customers are enjoyable to work with because they stay curious under pressure instead of protecting their own position
- Has experience navigating complex, multi-stakeholder sales cycles involving procurement, security, and legal — expansion deals inside a large account can be just as political as a new logo
- Is familiar with MEDDPIC, Jolt, or similar enterprise sales methodologies
More about this role
Instrumental builds the manufacturing acceleration platform behind the world’s most complex electronics. We capture digital exhaust and engineering context from assembly lines—images, test logs, BOM data, performance, repair cycles—and our AI engines identify insights that are difficult or impossible for human engineers to find. We accelerate the companies building the AI era by improving manufacturing yield, throughput, and ramp. NVIDIA, Meta, L3Harris, and their manufacturing partners rely on Instrumental to accelerate new product introduction and production.
We are looking for an Account Manager who loves hardware engineering and electronics manufacturing, and gets genuine satisfaction from going deeper with a customer over time — becoming the person their engineering and ops leaders call first, and using that trust to open doors to new plants, new business units, and new budget.
A Note on this Role: This is not a "wind down from AE" job. If you're looking for a quieter seat after carrying a new-business quota, this isn't it. Our Account Managers prospect, hunt, and build pipeline inside their book with the same intensity as our AEs — the difference is where you're hunting, not...
Browse similar: Startup jobs · San Francisco Bay Area