Manage and scale a mid-market sales team selling AI agents for autonomous enterprise operations to IT/ops buyers at 200-2000 employee companies. Hire, coach, own quota, build processes, and forecast in an early-stage high-growth environment.
325k – 350k/yr
On-site5+ YOESales Engineering
About the role
Responsibilities
Hire, onboard, and manage a team of Mid-Market AEs selling into IT and ops buyers at 200–2,000 employee companies.
Own the team's pipeline and quota: forecast accurately, drive deal velocity, and hold reps to a healthy coverage ratio.
Coach reps through deal reviews, live call shadowing, and regular 1:1s, sharpening discovery, demo, negotiation, and closing skills.
Partner with SDR leadership to ensure tight handoffs and a shared definition of a qualified opportunity.
Build and refine the mid-market sales process: stages, deal desk, discounting guidelines, and forecasting cadence.
Work cross-functionally with CS, marketing, and product to remove blockers and sharpen the mid-market story.
Jump into live deals when needed, coaching in real time and helping reps navigate tricky negotiations.
Report on pipeline health, quota attainment, and team performance to the VP of Sales, with clear recommendations on what to improve.
Requirements
5–8 years in B2B SaaS sales, with at least 2 years managing a full-cycle AE team in a mid-market.
Track record of hitting or exceeding team quota, and building a team that performs consistently.
Experience selling to IT buyers, ops leaders, or technical decision-makers in the 200–2,000 employee range.
Strong coaching instincts: diagnose why a rep is stuck and fix it.
Data-driven: comfortable with forecasting, pipeline math, and running a disciplined deal review cadence.
Strong written and verbal communication, and the judgment to know when to let a rep run a deal and when to step in.
Comfortable with ambiguity and early-stage environments.
Familiarity with tools like Salesforce, Outreach or Apollo, and Gong.
Nice-to-Haves
Experience in early-stage, high-growth SaaS environments.
Founding Account Executive responsible for owning the full sales cycle for $100-300K ACV deals with technical buyers (CTOs, VPs Engineering) at fintechs, crypto, and financial institutions. Requires 4+ years B2B tech sales experience selling into regulated financial verticals in the US market; involves deep technical discovery, bringing customer feedback to product, and shaping the early-stage sales playbook.
300k – 330k/yr
Hybrid4+ YOESales Engineering
Manager, Emerging Enterprise Sales
ScribeSan Francisco, CA
Lead and coach a team of Account Executives to close Enterprise deals ($50-100K ARR, ~90-day cycles). Focus on execution, forecasting accuracy, rep development, and scaling repeatable sales motions in a high-growth startup.
275k – 350k/yr
Remote5+ YOESales Engineering
Manager, Large Enterprise Sales
ScribeSan Francisco, CA
Lead a team of Account Executives to close large Enterprise new business deals at Scribe. Requires 5+ years managing sales teams in high-growth startups, expertise in Enterprise sales cycles, forecasting, and hands-on coaching for predictable results.
275k – 350k/yr
Remote5+ YOESales Engineering
Recruiting Solutions Engineer
AnthropicSan Francisco, CA
Embedded technical advisor to Anthropic's Recruiting team, leading education, hands-on support, and rapid prototyping of LLM-powered hiring workflows using Claude. Requires production LLM engineering experience, strong teaching skills for non-technical audiences, and pragmatic internal tooling development.
270k – 290k/yr
Hybrid5+ YOESales Engineering
Manager, Mid-Market Sales (East)
RipplingNew York, NY
Lead and develop a team of Mid-Market Account Executives at Rippling. Coach on strategic sales cycles for HRIS/HCM and security products, manage pipeline/forecasts to exceed quota, and participate in hiring and training. Requires 3-5 years tech sales management experience and proven IC track record.
