Mid-Market Sales Manager / Director

LlamaIndex • San Francisco, CA

1d • Onsite

About The Position

Join us and help shape the future of AI by defining the narrative around document understanding. About the Role 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.

Requirements

• 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.

Nice To Haves

• 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.

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.

Benefits

• Impactful Mission: Help companies adopt AI to unlock the value of their unstructured data.
• Collaborative Team: Join a team of experts driving the future of AI.
• Strong AI Brand: Leverage one of the largest open-source AI frameworks and communities, giving us brand recognition in the AI space greater than nearly any company our size.
• Growth Opportunities: Build and own the mid-market motion from the ground up as we scale at the frontier of enterprise AI.

What This Job Offers

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