Sales Manager, SMB & Mid-Market

Documo is seeking a Sales Manager to lead its SMB and Mid-Market sales team. The role owns team hiring, onboarding, coaching, and new-logo ARR quota achievement while building the company’s sales management and coaching strategy.

Responsibilities:

• Hold full accountability for the team’s combined new-logo ARR quota
• Manage pipeline coverage models to consistently hit monthly and quarterly targets
• Report performance, forecast accuracy, and coaching progress to executive leadership
• Coach SMB and Mid-Market reps on sales methodology, discovery, objection handling, demos, and negotiation
• Apply the Documo Sales Playbook and Challenger ICP Persona Playbook in daily selling scenarios
• Run call reviews and roleplays that give reps specific, actionable feedback
• Assess each rep’s strengths and gaps and build individual development plans
• Motivate through skill-building and understanding rather than pressure
• Partner with Enablement and Product Marketing to refine playbooks, battlecards, and segment messaging
• Own end-to-end recruiting for SMB and Mid-Market reps
• Design and run a structured, methodology-focused onboarding program
• Set clear ramp milestones and actively guide new hires to proficiency
• Lead weekly 1:1s, pipeline reviews, and forecast calls focused on rep development and deal strategy
• Maintain Salesforce hygiene and set high team standards for process and performance
• Work with internal teams to resolve deal strategy questions, pricing exceptions, and cross-functional blockers
• Partner with the SVP of Sales on territory planning, lead routing, and capacity models

Requirements:

• 5+ years of SaaS sales experience, including building and managing teams of 5 or more
• Deep understanding of structured sales methodologies (e.g., Challenger) and the ability to teach them
• Passionate about coaching, mentoring, and developing sales talent
• Proven ability to motivate teams through skill-building
• Strong communicator who builds trust quickly with developing reps
• Highly organized, with a disciplined approach to onboarding and training cadences
• Hands-on leader who joins calls, reviews recordings, and coaches in real time
• Data-driven, using Salesforce metrics as coaching inputs
• Thrives working independently in a fast-paced, fully remote environment
• Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus