LlamaIndex

Mid-Market Sales Manager / Director

LlamaIndex

full-time

Posted on:

Location Type: Hybrid

Location: San Francisco • California • United States

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Job Level

Lead

About the role

  • 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.

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.
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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales managementpipeline managementdeal qualification frameworkscoachingtechnical SaaS salesaccount researchrep coachingforecastingquota attainmentbuilding pipeline
Soft Skills
leadershipcoaching instinctscommunicationteam developmentstrategic thinkingproblem-solvingcollaborationadaptabilityinfluencingfeedback provision