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About the Role

Lead a pioneer Mid-Market sales team, owning revenue targets and scaling offices in San Francisco and New York City. This player-coach role requires a proven track record in sales and team leadership, focusing on coaching, forecasting, and talent development.

Responsibilities

• Own Mid-Market team revenue, hitting and exceeding quarterly new-logo and expansion targets.
• Lead a team of 6-8 Mid-Market Account Executives, managing hiring, onboarding, ramping, coaching, and performance.
• Coach end-to-end Mid-Market sales cycles, including pipeline generation, technical evaluations, POCs, multi-stakeholder navigation, negotiation, and closing.
• Run accurate weekly forecasts and maintain a healthy, inspected pipeline.
• Contribute to building and scaling the sales playbook, refining outbound motions and conversion strategies.
• Anchor the San Francisco and New York City offices, establishing in-person sales culture and rituals.
• Partner with cross-functional teams (CEO, Sales Engineering, Product, Engineering, Marketing, RevOps) to drive solutions and pipeline growth.
• Model desired behaviors by engaging in deals and interacting with engineering leaders to stay current on product value.

Requirements

• 6+ years in B2B SaaS sales.
• 2+ years leading a quota-carrying team as a first-line manager, preferably in Mid-Market with complex sales cycles.
• Proven track record of personally carrying and exceeding quota before leadership.
• Demonstrated success selling technical products to engineering buyers (developer tools, DevOps, infrastructure, or platform software preferred).
• Experience building or scaling a team or office from an early stage, including hiring and ramping reps.
• Proficiency in forecasting, pipeline inspection, and sales process management.
• Strong coaching instincts and technical aptitude to coach evaluations and demos for DevEx and engineering buyers.

Skills

• B2B SaaS sales
• Team leadership
• Sales coaching
• Forecasting
• Pipeline management
• Technical sales
• Negotiation
• Hiring and onboarding
• Sales playbook development
• Cross-functional collaboration
• AI or agentic product sales (preferred)
• Early-stage GTM experience (preferred)
• Network among mid-market engineering leaders (preferred)

Location

• San Francisco
• New York City

Work Type

• Onsite (5 days/week in SF or NYC preferred)

Experience Level

• First-line manager
• Mid-Market sales
• Senior sales leadership

About the Company

• Factory is a B2B SaaS company selling Droids to engineering organizations.