Sales Manager, SMB & Mid-Market

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the sales team focused on SMB and Mid-Market segments.

• Take full ownership of hiring, onboarding, coaching, daily management, and the team’s collective new-logo ARR quota.

• Be accountable for achieving the team’s overall new-logo ARR quota.

• Manage pipeline coverage models to meet monthly and quarterly objectives.

• Provide updates on performance, forecast accuracy, and coaching progress to executive leadership.

• Guide representatives in sales methodologies, discovery processes, objection handling, demonstrations, and negotiation tactics.

• Implement the Documo Sales Playbook and Challenger ICP Persona Playbook.

• Conduct call reviews and roleplays, offering actionable feedback.

• Evaluate representative strengths and areas for improvement, and develop individual growth plans.

• Collaborate with Enablement and Product Marketing to enhance playbooks, battlecards, and messaging for different segments.

• Manage the entire recruitment process for SMB and Mid-Market representatives.

• Create and oversee a structured onboarding program to guide new hires towards proficiency.

• Conduct weekly one-on-ones, pipeline reviews, and forecast discussions centered on development and deal strategy.

• Ensure Salesforce hygiene and maintain team standards for processes and performance.

• Address questions regarding deal strategy, pricing exceptions, and cross-functional obstacles.

• Collaborate with the SVP of Sales on territory planning, lead distribution, and capacity modeling.

⛳️ Requirements

• Over 5 years of experience in SaaS sales.

• Proven experience in building and managing teams of five or more.

• In-depth knowledge of structured sales methodologies, such as Challenger, with the ability to teach these strategies.

• A strong passion for coaching, mentoring, and developing sales talent.

• Demonstrated ability to inspire teams through skill development.

• Excellent communication skills with the ability to quickly build trust with developing representatives.

• Highly organized, with a systematic approach to onboarding and training schedules.

• Hands-on leadership style, including participating in calls, reviewing recordings, and providing real-time coaching.

• Data-driven mindset using Salesforce metrics as inputs for coaching.

• Capability to work independently in a fast-paced, fully remote environment.

• Experience in technical or compliance-heavy sales is advantageous.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• 401(k) matching program.

• Opportunities for company equity.

• Flexible remote work arrangements.

• Annual bonus program based on individual role and overall company performance.

• Annual performance evaluations with potential merit increases.

• In-person company kickoff events.

• Flexible paid time off policy.

• Paid parental leave.

• Mental health resources.

• Employee Assistance Programs (EAP).

• A supportive, inclusive, and enjoyable company culture.

• Opportunity to contribute to the development of Documo’s sales organization and coaching culture.

• Chance to work within the rapidly expanding health-tech SaaS sector.