# Mid-Market Sales Manager / Director

**Company:** [LlamaIndex](https://hotfix.jobs/companies/llamaindex)
**Location:** San Francisco, CA
**Role:** Account Management
**Experience:** 6+ years
**Skills:** SaaS Sales, MEDDIC, Pipeline Generation, Outbound Sales, AI Tools, Forecasting, Deal Qualification, Oss Community, Bdr Management, Ae Coaching
**Posted:** 2026-03-25

> Leads a team of mid-market Account Executives and BDRs to drive revenue through pipeline generation, deal execution, and coaching. Requires 6-10 years sales experience including 2-4 years management, technical SaaS sales to engineers, and startup scaling expertise.

## Job Description

## Responsibilities
- Hire, onboard, and develop a team of 5–6 mid-market AEs and BDRs.
- Own team pipeline targets, forecast accuracy, and ARR attainment.
- Run structured deal reviews, coaching reps through discovery, qualification, and close.
- Build and drive a consistent outbound engine leveraging OSS community signals, ICP segmentation, and BDR-AE coordination.
- Lead a weekly operating cadence: pipeline reviews, 1:1s, call coaching, and forecast calls.
- Jump into live deals as a player-coach to unstick opportunities and improve close rates.
- Partner with product and engineering to translate technical differentiation into rep-ready messaging.
- Provide structured market and customer feedback to influence product roadmap and GTM strategy.
- Represent LlamaIndex at industry events and help build our presence in the developer and AI community.

## Required Qualifications
- 6–10 years in sales; 2–4 years in frontline sales management with a track record of team quota attainment.
- Proven experience managing full-cycle, mid-market AEs (not enterprise overlay or overlay-only roles).
- Demonstrated success building pipeline from scratch — not inheriting it.
- Experience selling technical SaaS products to engineering and technical buyers (AI, developer tools, data infrastructure, or OSS strongly preferred).
- Fluency in deal qualification frameworks (MEDDIC or equivalent) and ability to coach reps to apply them consistently.
- Startup experience: Success operating in high-growth, resource-constrained environments where you built systems rather than inherited them.
- Strong coaching instincts — you improve reps through specific behavior change, not motivation.
- AI-first operator: actively uses AI tools for pipeline inspection, account research, call prep, and rep coaching — and can teach your team to do the same.

## Preferred Qualifications
- Experience building or scaling outbound motion alongside inbound at a developer-first company.
- Familiarity with OSS-led or community-led growth and how to convert it into pipeline.
- Track record of ramping new AEs to productivity within 60–90 days.
- Knowledge of technical POC cycles and how to coach reps through build-vs-buy conversations.
- Experience hiring and developing BDRs as a pipeline source.

## Similar roles

- [Partner Account Director](https://hotfix.jobs/jobs/6e0e7928-1cc0-4a70-a1e7-2a23b98c0d0a) - Illumio - Remote - $160k – $192k/yr
- [Client Director](https://hotfix.jobs/jobs/054e070a-61ae-4c9a-976c-5087bf9445c4) - Celonis - Remote
- [Director, Account Management](https://hotfix.jobs/jobs/d4b9db02-0470-49db-8c04-8551f928058a) - Absorblms - Remote
- [Account Director](https://hotfix.jobs/jobs/eec6a03e-8120-47a6-ad6b-c789230fb545) - Outset - New York, NY - $160k – $185k/yr
- [Head of New Business, Sales](https://hotfix.jobs/jobs/964ce044-fedd-4979-8085-1551534a88bf) - Freed - San Francisco, CA

**Apply:** https://hotfix.jobs/jobs/b75e2fb2-2d30-46c2-9d2a-83490ddb4edf
**Canonical:** https://hotfix.jobs/jobs/b75e2fb2-2d30-46c2-9d2a-83490ddb4edf