Sales Manager, SMB & Mid-Market

Documo

. Lead the SMB and Mid-Market sales team .

Posted 10/14/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing SMB and Mid-Market sales teams, with a strong focus on structured sales methodologies and performance management. Proven ability to coach, mentor, and motivate sales representatives while utilizing Salesforce for data-driven decision-making.

Highest-signal resume keywords

SaaS Sales ExperienceTeam ManagementStructured Sales MethodologiesCoaching and MentoringSalesforce Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales MethodologyPipeline ManagementPerformance ReportingNew-Logo ARR Quota ManagementOnboarding Program DesignDeal Strategy ResolutionForecast AccuracySales Playbook ApplicationData-Driven CoachingTerritory Planning

Soft Skills

Strong CommunicationTrust BuildingHighly OrganizedMotivational LeadershipIndependent Work

Tools & Technologies

SalesforceDocumo Sales PlaybookChallenger ICP Persona Playbook

Industry Keywords

SaaSMid-Market SalesSMB SalesTechnical SalesCompliance-Heavy Sales

About the role

Key responsibilities & impact

Lead the SMB and Mid-Market sales team
Own hiring, onboarding, coaching, daily management, and the team’s combined new-logo ARR quota
Hold full accountability for the team’s combined new-logo ARR quota
Manage pipeline coverage models to hit monthly and quarterly targets
Report performance, forecast accuracy, and coaching progress to executive leadership
Coach representatives on sales methodology, discovery, objection handling, demos, and negotiation
Apply the Documo Sales Playbook and Challenger ICP Persona Playbook
Run call reviews and roleplays and provide actionable feedback
Assess representative strengths and gaps and create individual development plans
Partner with Enablement and Product Marketing to refine playbooks, battlecards, and segment messaging
Own end-to-end recruiting for SMB and Mid-Market representatives
Design and run a structured onboarding program and guide new hires to proficiency
Lead weekly 1:1s, pipeline reviews, and forecast calls focused on development and deal strategy
Maintain Salesforce hygiene and team standards for process and performance
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

What you’ll need

5+ years of SaaS sales experience
Experience building and managing teams of 5 or more
Deep understanding of structured sales methodologies, such as Challenger, and ability to teach them
Passion for coaching, mentoring, and developing sales talent
Proven ability to motivate teams through skill-building
Strong communication and ability to build trust quickly with developing representatives
Highly organized, with a disciplined approach to onboarding and training cadences
Hands-on leadership, including joining calls, reviewing recordings, and coaching in real time
Data-driven approach using Salesforce metrics as coaching inputs
Ability to work independently in a fast-paced, fully remote environment
Experience in technical or compliance-heavy sales is a plus

Benefits

Comp & perks

Comprehensive medical, dental, and vision benefits
401(k) match
Company equity opportunities
Flexible remote work
Annual bonus program based on role and company performance
Annual performance reviews with merit increases
In-person company kick-off
Flexible paid time off
Paid parental leave
Mental health support
Employee Assistance Programs (EAP)
Supportive, inclusive, and fun culture
Opportunity to help build Documo’s sales organization and coaching culture
Opportunity to work in the fast-growing health-tech SaaS space