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About the Role

Lead one of the pioneer Mid-Market sales teams, owning a team of Account Executives selling to engineering organizations under 1,500 employees and carrying the regional number. Anchor and scale the San Francisco & New York City offices by hiring, ramping, and building the culture of the first and second GTM hubs. This player-coach role requires daily deal coaching, running a tight forecast, and raising the bar on talent.

Responsibilities

Own Mid-Market team revenue, hitting and exceeding quarterly new-logo and expansion targets with the majority of reps hitting quota.
Lead a team of 6-8 Mid-Market AEs, including hiring, onboarding, ramping, coaching, and performance management.
Coach end-to-end Mid-Market cycles, covering pipeline generation, technical evaluations and POCs, multi-stakeholder navigation, commercial negotiation, and closing.
Run an accurate weekly forecast and a healthy, inspected pipeline.
Help build/scale the playbook, refining the outbound motion, POC-to-close conversion, and the path from self-serve to enterprise.
Anchor the SF & NYC offices, establishing in-person sales culture, rituals, and the bar for the first and second hubs.
Partner with cross-functional teams to customize solutions, drive expansion and renewal, and compound pipeline.
Model the work by engaging in deals, talking to engineering leaders, and staying fluent in how the company creates value.

Requirements

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, including hiring and ramping reps.
Command of forecasting, pipeline inspection, and sales process, operating with data.
A coaching instinct and the technical aptitude to coach evaluations and demos for DevEx and engineering buyers.

Skills

B2B SaaS sales
Sales leadership
Mid-Market sales
Technical sales
Forecasting
Pipeline inspection
Sales process management
Coaching
AI product sales
Agentic product sales

Location

New York City

Work Type

In-office
Full-time

Experience Level

6+ years in B2B SaaS sales
2+ years leading a quota-carrying team
Early-stage GTM experience (Series A/B)

About the Company

Factory sells Droids to CIOs, CTOs, engineering leaders, and procurement.