Manager, Mid-Market Film & TV Sales

Wrapbook is the AI platform for production finance, trusted by teams at Netflix, Paramount, and more. They are seeking a hands-on sales manager to lead a team of Account Executives selling into film and TV production companies, focusing on coaching and developing their sales skills while overseeing the sales processes and playbooks.

Responsibilities:

• Lead, coach, and develop a team of Mid-Market AEs focused on Film & TV production companies across complex, multi-month deal cycles
• Actively join rep calls — provide live coaching, model the sales motion, and debrief in real time; the AE drives the deal, you develop the rep through it
• Own weekly 1-1s with each rep: deal strategy, skill development, pipeline review, and accountability to process
• Build individual development plans for each AE grounded in observed skill gaps, not just quota performance
• Drive forecast accuracy by owning the pipeline roll-up and enforcing stage hygiene standards
• Partner with Marketing on ABM motion and account-based outreach strategies
• Drive adoption of sales plays and process standards — translate frameworks into rep-level habits through repetition and accountability
• Facilitate a structured deal review cadence: pre-call prep, deal strategy, and post-close debriefs
• Collaborate with Product on customer feedback loops and PMF signals coming through the sales cycle
• Partner with the Sr. Director of MMFTV Sales on org-level process improvements and strategic decisions

Requirements:

• Proven experience leading Mid-Market B2B SaaS sales teams through people development — not just quota management
• You are a player-coach by nature: you want to be on calls and close to customers — not to run the deal, but to develop the rep through it and model what great looks like
• Strong instincts for long, complex sales cycles — you understand how to coach reps through ambiguity, build multi-thread strategies, and identify what's stalling a deal before it slips
• The ability to drive process change forward: you can take a framework, get rep buy-in, and turn it into consistent execution
• Experience working cross-functionally with Marketing on ABM or account-based outreach motions
• Comfort working with Product teams and surfacing customer and PMF signals from the field
• A structured approach to coaching: you can diagnose what's actually wrong with a rep's performance, build a plan with support from enablement, and track whether it's working
• Strong forecasting discipline — you know the difference between commit and best case and hold the team to that standard
• Excellent communication and feedback skills — direct, constructive, and consistent
• Willingness to travel for events and in-person client meetings, primarily in LA