Regional Director, Mid-Market, SF

Factory; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Factory is seeking a Senior leader to drive the Mid-Market sales for computing/engineering audiences in the Americas, with responsibility for SF and NYC hubs. You will coach a team of Account Executives, own the pipeline, and push for quota attainment while building a scalable playbook.

You will lead multi-stakeholder deals, forecast weekly, and partner across Sales, Product, Eng, and RevOps to expand and renew with enterprise customers.

Qualifications

• 6+ years in B2B SaaS sales with 2+ years leading a quota-carrying team.
• Proven success selling technical products to engineering buyers.
• Experience building or scaling a team at an early-stage company.
• A coaching instinct and data-driven forecasting.

Responsibilities

• Own Mid-Market team revenue and hit quarterly targets.
• Lead a team of 6-8 Mid-Market AEs; hire, onboard, ramp, coach.
• Coach end-to-end Mid-Market cycles: pipeline, evaluations, POCS, negotiations and close.
• Run an accurate weekly forecast and maintain a healthy pipeline.
• Help build/scale the playbook for outbound, POC-to-close, and enterprise motion.
• Anchor the SF & NYC offices and establish the in-person sales culture.
• Partner with CEO, Sales Engineering, Product, Engineering, Marketing, and RevOps to drive expansion.
• Model the work; engage with engineering leaders to show Factory's value.

Skills

B2B SaaS sales

Team leadership

Quota attainment

Selling to engineering buyers

Forecasting & pipeline

Coaching

Job description

About the Role

You will lead one of the pioneer Mid-Market sales teams from the front. You own a team of Account Executives selling to engineering organizations across the Americas, and you carry the number for the region. You will also anchor and help scale our San Francisco & New York City offices, hiring, ramping, and building the culture of the first and second GTM hubs.

You will lead a team of Mid-Market Account Executives who run technical, multi-stakeholder sales cycles into engineering organizations, selling Factory's Droids to CIOs, CTOs, engineering leaders, and procurement. This is a player-coach role for someone who has carried a bag, hit the number, and then built the team that does it repeatedly. You coach deals daily, run a tight forecast, and raise the bar on talent.

What you will do and achieve

• Own Mid-Market team revenue. Hit and exceed quarterly new-logo and expansion targets with the majority of reps hitting quota.

• Lead a team of 6-8 Mid-Market AEs. Hire, onboard, ramp, coach, and performance-manage.

• Coach end-to-end Mid-Market cycles: pipeline generation, technical evaluations and POCs, multi-stakeholder navigation across CIOs, CTOs, engineering leaders, and procurement, commercial negotiation, and close.

• Run an accurate weekly forecast and a healthy, inspected pipeline. No surprises.

• Help build/scale the playbook: refine the outbound motion, POC-to-close conversion, and the path from self-serve to enterprise.

• Anchor the SF & NYC offices. Establish the in-person sales culture, rituals, and bar for the first and second hubs.

• Partner with the CEO, Sales Engineering, Product, Engineering, Marketing, and RevOps to customize solutions, drive expansion and renewal, and compound pipeline.

• Model the work. Get in deals, talk to engineering leaders, and stay fluent in how Factory creates value.

Qualifications

• 6+ years in B2B SaaS sales, with 2+ years leading a quota-carrying team as a first-line manager, ideally in Mid-Market with complex, multi-stakeholder cycles.

• A track record of personally carrying and exceeding quota before moving into leadership.

• Proven success selling technical products to engineering buyers (developer tools, DevOps, infrastructure, or platform software strongly preferred).

• Experience building or scaling a team or office from an early stage. You have hired and ramped reps, not just inherited them.

• Command of forecasting, pipeline inspection, and sales process. You run on data.

• A coaching instinct and the technical aptitude to coach evaluations and demos for DevEx and engineering buyers. Your reps get better because of you.

Nice to Have

• Experience selling AI or agentic products to technical buyers.

• Early-stage or founding GTM experience (Series A/B).

• An existing network among mid-market engineering leaders.

This is an in-office position (5 days/week) in San Francisco (walking distance to Caltrain)