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
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.
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.