Manager, Enterprise Sales

Reducto • San Francisco, CA

1d • Onsite

About The Position

Reducto helps AI teams ingest real world enterprise data with state of the art accuracy. The vast majority of enterprise data — from financial statements to health records — is locked in unstructured file formats like PDFs and spreadsheets. We train vision models to read those documents the way a human would, and make it possible to build products, train models, and automate processes at scale. We’ve grown incredibly quickly, growing revenue by 8x YOY, and now work with hundreds of companies ranging from leading AI teams (Harvey, Vanta, Scale), through to enterprise (FAANG, top 3 trading firm). We’ve raised over $100M from world class investors like A16z, Benchmark, and First Round Capital, and are hiring a Founding Enterprise Front-Line Manager to build and lead the team responsible for Reducto’s most strategic customer relationships. This is a pivotal hire that will shape how we sell to the world’s most complex organizations and unlock our next phase of growth. In this role you will lead and develop a team of Enterprise Account Executives, and define the sales motion, playbook, and culture that powers Reducto’s upmarket expansion. You will work directly with the founding team, influence product direction, and help build the GTM foundation from the ground up.

Requirements

• Proven track record of building, coaching, and scaling high-performing enterprise sales teams.
• Develop talent methodically — through joint selling, call reviews, pipeline coaching, and structured career paths — and have a history of promoting reps into senior roles.
• 6–10+ years of enterprise B2B SaaS experience, including at least 2–4 years in a management or player/coach capacity.
• Personally closed or managed deals with $100K+ ACV, navigated multi-threaded stakeholder environments, and run long, complex sales cycles from discovery through procurement.
• Energized by ambiguity. You don’t need a playbook handed to you — you build the playbook.
• Stood up enterprise motions from near-zero at a high-growth startup and know how to create structure without bureaucracy.
• Can hold your own in a conversation with a VP of Engineering, Head of AI, or enterprise architect.
• Understand API-based products, the AI/ML infrastructure landscape, and how technical teams evaluate and procure developer tooling.
• Can translate complex capabilities into business value for both technical and executive buyers.
• Run tight forecasting processes.
• Use data to diagnose risk, coach reps, and communicate clearly to leadership.
• Comfortable with MEDDPICC or equivalent qualification frameworks and enforce them consistently.
• Partner fluidly with Product, Marketing, RevOps, and Customer Success.
• Translate field insights into product feedback, align on ICP with marketing, and ensure seamless handoffs post-close.
• A builder of systems, not just relationships.

Nice To Haves

• Experience selling AI/ML infrastructure, document processing, or developer tooling into enterprise accounts
• A network of enterprise relationships in key Reducto verticals — financial services, insurance, healthcare, or legal
• Experience with usage-based or consumption pricing models and how they reshape enterprise deal structures
• Previously built an enterprise sales function from scratch at an early-stage company
• Use AI thoughtfully in your own workflow to improve coaching, deal strategy, and operational leverage

Responsibilities

• Lead, coach, and develop a team of Enterprise Account Executives focused on complex, multi-stakeholder sales cycles with $100K–$1M+ ACV targets
• Define and implement Reducto’s enterprise sales motion — including qualification methodology, discovery frameworks, mutual action plans, and executive engagement strategies
• Build and refine the enterprise sales playbook, including competitive positioning, objection handling, and champion development strategies
• Establish forecasting practices, pipeline review cadences, and CRM hygiene standards for the enterprise segment
• Partner with RevOps to design territory models, account segmentation, quota structures, and performance reporting
• Collaborate with Marketing on enterprise demand generation, ABM programs, and field event strategy
• Partner with Product to surface enterprise requirements, influence the roadmap, and ensure our solution addresses the most critical customer pain points
• Hire, onboard, and ramp a world-class team of Enterprise AEs as we scale
• Act as a thought partner to GTM leadership on enterprise strategy, pricing, and go-to-market motion

Benefits

• Unlimited PTO
• Free lunch daily at the office
• Reimbursed Transportation
• Generous health insurance covering medical, dental, and vision
• Health and Wellness Budget ($150/mo reimbursement for gym memberships, fitness classes, or similar)
• Parental Leave

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed