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LlamaIndex

Mid-Market Sales Manager / Director

San Francisco, CAAccount ManagementHybrid6+ YOE
Summary

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.

About the role

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.
Skills
SaaS salesMEDDICPipeline generationOutbound salesAI toolsForecastingDeal qualificationOSS communityBDR managementAE coaching
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