What are the responsibilities and job description for the Senior Deal Desk Analyst position at Instrumentl?
Hello, we’re Instrumentl. 👋
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.
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.
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
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
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.
Instrumentl is an equal opportunity employer. We are committed to building an inclusive workplace and do not discriminate based on race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, or any other legally protected status. We encourage candidates from all backgrounds to apply. If you need a reasonable accommodation during the application or interview process, please let us know.