Mid-Market Sales Manager / Director

📋 Description

• • LlamaIndex is at the forefront of the AI revolution, empowering companies to unlock the immense value hidden within their unstructured data. We are seeking a dynamic and experienced Mid-Market Sales Manager or Director to spearhead our mid-market revenue growth. This pivotal role is designed for a leader who thrives in a player-coach capacity, guiding a dedicated team of Account Executives (AEs) and Business Development Representatives (BDRs) as they introduce LlamaIndex's groundbreaking solutions to high-growth companies. You will be instrumental in shaping our go-to-market strategy for the mid-market segment, taking ownership of critical functions including pipeline generation, the intricate process of deal execution, and the continuous development of your sales team. Your mandate will be to establish a robust operating rhythm, elevate the performance standards across the team, and architect the essential systems and processes that transform individual sales efforts into a predictable and powerful revenue engine.
• • In this hands-on leadership position, your day-to-day responsibilities will be multifaceted and crucial to the success of our mid-market sales efforts. You will be directly responsible for the recruitment, comprehensive onboarding, and ongoing professional development of a high-performing team comprising 5–6 mid-market AEs and BDRs. A core aspect of your role will involve owning and driving the team's pipeline targets, ensuring a high degree of forecast accuracy, and ultimately achieving ambitious Annual Recurring Revenue (ARR) attainment goals. You will conduct structured and insightful deal reviews, providing expert coaching to your reps at every stage of the sales cycle, from initial discovery and qualification through to successful closing. A significant focus will be placed on building and actively driving a consistent outbound sales engine. This will involve strategically leveraging signals from our vibrant open-source software (OSS) community, meticulously segmenting our Ideal Customer Profile (ICP), and fostering seamless coordination between BDRs and AEs to maximize outreach effectiveness. You will lead a disciplined weekly operating cadence, encompassing thorough pipeline reviews, productive one-on-one meetings with team members, targeted call coaching sessions, and accurate forecast calls. To ensure momentum and overcome obstacles, you will frequently jump into live deals, acting as a player-coach to unstick challenging opportunities and demonstrably improve close rates. Furthermore, you will collaborate closely with our product and engineering teams, acting as a crucial bridge to translate complex technical differentiations into clear, compelling, and rep-ready messaging that resonates with prospective clients. Your insights will be invaluable as you provide structured market and customer feedback to directly influence the product roadmap and refine our overall go-to-market strategy. To amplify our brand and connect with the developer and AI community, you will also represent LlamaIndex at key industry events, actively contributing to the growth of our presence in these vital ecosystems.
• • You will be joining a forward-thinking company that is not just participating in the AI revolution but actively shaping its future. LlamaIndex is recognized for its powerful open-source AI framework and a thriving community, granting us a significant brand presence in the AI landscape, often exceeding that of companies many times our size. This role offers a unique opportunity to be part of a collaborative team comprised of dedicated experts who are passionate about driving the future of artificial intelligence. You will be instrumental in helping companies adopt AI to unlock the full potential of their unstructured data, making a tangible impact on their business outcomes.
• • This position offers exceptional growth opportunities for an ambitious sales leader. You will have the unique chance to build and take ownership of the entire mid-market sales motion from its inception as we scale the company at the cutting edge of enterprise AI. This is a ground-floor opportunity to establish processes, build a team, and define success in a rapidly evolving market. You will gain invaluable experience in scaling a sales organization within a high-growth startup environment, honing your skills in strategic planning, team leadership, and operational excellence. The role provides a direct line of sight into product development and go-to-market strategy, allowing you to influence the company's direction and learn the intricacies of building a successful SaaS business in the AI domain. You will develop a deep understanding of technical SaaS sales, particularly within the AI, developer tools, and data infrastructure sectors, and become adept at coaching technical buyers through complex sales cycles. Your ability to foster a culture of continuous improvement and data-driven decision-making will be a key takeaway, preparing you for future leadership roles in the technology sales space.