Regional Director, Mid-Market
Lead and coach a team of 6-8 Mid-Market Account Executives selling technical AI/agentic products (Droids) to engineering leaders, CIOs, and CTOs. Own regional revenue targets as a player-coach while scaling SF and NYC offices and building sales culture/playbooks.
About the job
What You'll Do
- Own Mid-Market team revenue. Hit and exceed quarterly new-logo and expansion targets with the majority of reps hitting quota.
- Lead a team of 6-8 Mid-Market AEs. Hire, onboard, ramp, coach, and performance-manage.
- Coach end-to-end Mid-Market cycles: pipeline generation, technical evaluations and POCs, multi-stakeholder navigation across CIOs, CTOs, engineering leaders, and procurement, commercial negotiation, and close.
- Run an accurate weekly forecast and a healthy, inspected pipeline. No surprises.
- Help build/scale the playbook: refine the outbound motion, POC-to-close conversion, and the path from self-serve to enterprise.
- Anchor the SF & NYC offices. Establish the in-person sales culture, rituals, and bar for the first and second hubs.
- Partner with the CEO, Sales Engineering, Product, Engineering, Marketing, and RevOps to customize solutions, drive expansion and renewal, and compound pipeline.
- Model the work. Get in deals, talk to engineering leaders, and stay fluent in how Factory creates value.
What You'll Bring
- 6+ years in B2B SaaS sales, with 2+ years leading a quota-carrying team as a first-line manager, ideally in Mid-Market with complex, multi-stakeholder cycles.
- A track record of personally carrying and exceeding quota before moving into leadership.
- Proven success selling technical products to engineering buyers (developer tools, DevOps, infrastructure, or platform software strongly preferred).
- Experience building or scaling a team or office from an early stage. You have hired and ramped reps, not just inherited them.
- Command of forecasting, pipeline inspection, and sales process. You run on data.
- A coaching instinct and the technical aptitude to coach evaluations and demos for DevEx and engineering buyers. Your reps get better because of you.
Nice to Have
- Experience selling AI or agentic products to technical buyers.
- Early-stage or founding GTM experience (Series A/B).
- An existing network among mid-market engineering leaders.
- Willingness to work onsite 5 days/week in SF or NYC.
Skills
B2B SaaS Sales, Sales Leadership, Forecasting, Pipeline Management, Technical Sales, DevOps, Developer Tools, AI Sales, Account Management
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