Senior Deal Desk Analyst

Nonprofits do some of the most important work in the world, and most of them are still managing grants in spreadsheets. We're fixing that.

Instrumentl is a profitable, hypergrowth, YC-backed SaaS platform building the operating system for grant-funded organizations. More than 5,500 nonprofits use Instrumentl to discover, track, and win grant funding, from local community organizations to the San Diego Zoo and the University of Alaska. Collectively they’ve moved over $1 billion through our platform.

We're growing more than 40% year over year, customers love us (Ellis PMF 60+), and we're hiring people who want to build something that matters.

About the role:

We're hiring a Senior Deal Desk Analyst to sit in Finance, reporting to our Senior Accounting Manager, and own how sales and renewal deals get closed. This person makes the quote-to-cash process fast and painless, building the systems and processes that handle routine order forms, invoicing, and renewals so Account Executives aren't waiting on Finance to move and CS can act for customers without a bottleneck. They'll also own the work that actually needs a human: the non-standard deals, the complicated renewals, and the process gaps worth closing. Additionally, this person will be our point of contact with outside commercial counsel and will own legal communications related to customer contracts.

What you'll do

Own the deal path, end to end

Review and approve standard order forms, discounts, and payment terms so AEs can close without a bottleneck

Lead the most complicated new deals and renewals: multi-year, custom payment structures, non-standard terms

Partner with AEs before quotes go out so we shape deals we can actually book and invoice cleanly

Act as our POC with our outside commercial counsel to review customer redlines and legal communications

Scale the routine work

Redesign our manual invoice / order form process into something an AE can drive independently, with your review at the tail end

Build the checks, templates, and CPQ/CRM configuration that keep AE-driven deals inside the guardrails

Track where standard requests still get stuck and remove the friction, whether it lives in HubSpot, Stripe, or our internal process

Enable CS to act on billing

Work with the Customer Success team so they can independently handle common invoicing changes, refunds, and Stripe actions on behalf of customers

Write the playbooks and set the guardrails so CS knows when they can act and when to loop you in

Keep the books honest

Make sure deals close in a way Finance can recognize cleanly: correct billing terms, clean Stripe records, accurate CRM data

Partner with Accounting on month-end cleanup for anything non-standard that hit the ledger

What we're looking for

Required

3-7 years in deal desk, revenue operations, billing operations, or a similar seat where you owned end-to-end quote-to-cash

Working fluency in Stripe: invoicing, subscriptions, refunds, disputes

Hands-on experience with a CPQ tool and a CRM (HubSpot or Salesforce), including configuring rules and approval flows

Strong spreadsheet and analytical judgment; comfortable modeling deal terms and spotting outliers

SaaS subscription billing experience, especially with multi-year, education, or nonprofit customers

Nice to have

Familiarity with the accounting close cycle enough to know why clean upstream data matters downstream

Experience training non-finance teammates (AEs, CSMs) on billing tools and processes

Comfort using AI tools to speed up routine ops work

Compensation & Benefits

For US-based candidates, the target salary range is $90,000 – $120,000 USD base plus equity. Final compensation is determined based on experience, skillset, scope, and interview performance.

Canadian compensation will be shared by your recruiter.

Benefits

• 100% covered health, dental, and vision insurance for employees (50% for dependents)
• Generous PTO, including parental leave
• 401(k)
• Company laptop and home-office stipend
• Bi-annual company retreats

Instrumentl is evolving rapidly. You'll always have new challenges and opportunities to grow here.