We are seeking a Mid-Market Sales Manager or Director to build and lead the team driving our mid-market revenue motion. In this role, you will player-coach a team of Account Executives and BDRs selling LlamaIndex into high-growth companies, while owning pipeline generation, deal execution, and team development. You will set the operating rhythm, raise the performance bar, and build the systems that turn individual reps into a repeatable revenue engine.
Responsibilities
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Hire, onboard, and develop a team of 5–6 mid-market AEs and BDRs.
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Own team pipeline targets, forecast accuracy, and ARR attainment.
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Run structured deal reviews, coaching reps through discovery, qualification, and close.
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Build and drive a consistent outbound engine leveraging OSS community signals, ICP segmentation, and BDR-AE coordination.
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Lead a weekly operating cadence: pipeline reviews, 1:1s, call coaching, and forecast calls.
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Jump into live deals as a player-coach to unstick opportunities and improve close rates.
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Partner with product and engineering to translate technical differentiation into rep-ready messaging.
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Provide structured market and customer feedback to influence product roadmap and GTM strategy.
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Represent LlamaIndex at industry events and help build our presence in the developer and AI community.
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6–10 years in sales; 2–4 years in frontline sales management with a track record of team quota attainment.
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Proven experience managing full-cycle, mid-market AEs (not enterprise overlay or overlay-only roles).
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Demonstrated success building pipeline from scratch — not inheriting it.
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Experience selling technical SaaS products to engineering and technical buyers (AI, developer tools, data infrastructure, or OSS strongly preferred).
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Fluency in deal qualification frameworks (MEDDIC or equivalent) and ability to coach reps to apply them consistently.
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Startup experience: Success operating in high-growth, resource-constrained environments where you built systems rather than inherited them.
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Strong coaching instincts — you improve reps through specific behavior change, not motivation.
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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
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Experience building or scaling outbound motion alongside inbound at a developer-first company.
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Familiarity with OSS-led or community-led growth and how to convert it into pipeline.
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Track record of ramping new AEs to productivity within 60–90 days.
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Knowledge of technical POC cycles and how to coach reps through build-vs-buy conversations.
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Experience hiring and developing BDRs as a pipeline source.
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