Regional Sales Manager

Instawork; San Francisco (CA); On-site; USD 133,000 - 223,000; Full time

Benefits offered by this job

Medical, dental, and vision plans

Flexible paid time off

Equity in stock options

401K plan

Phone stipend

Commuter stipend

Job summary

Instawork is seeking a Sales Manager to lead and coach a remote software sales team, driving outbound prospecting, qualification, and pipeline development. The role requires a track record of quota-beating performance and the ability to mentor reps toward higher productivity.

You will read data to close gaps, oversee deal cycles, onboard new Account Executives, and forecast for executive leadership while partnering with Marketing, Operations, Product, and Engineering to scale the sales org.

Qualifications

• 2+ years managing remote software sales teams.
• 5+ years quota-exceeding experience selling mid-enterprise deals.
• Experience onboarding and ramping new Account Executives.
• Ability to forecast accurately for executive reviews.
• Deep understanding of value proposition and market strategy.

Responsibilities

• Coach reps through the full outbound sales cycle and pipeline building.
• Monitor pipeline, activity, and conversion metrics to drive coaching and process changes.
• Support deals as senior air cover across complex negotiations.
• Forecast and present business to the executive team.
• Collaborate with Marketing, Operations, Product, and Engineering.

Skills

Coaching & mentoring

Remote team leadership

Mid-enterprise sales

Sales analytics

Forecasting

Tools

CRM software

Job description

Instawork is on a mission to create meaningful economic opportunities for skilled hourly professionals in communities around the globe. Our AI-powered labor marketplace helps local businesses scale, and enables global technology companies to push the frontiers of robotics and AI. Backed by world-class investors like Benchmark, Spark Capital, Craft Ventures, Greylock, Y Combinator, and others, we’re looking for exceptional talent to reimagine the way the world works.

At Instawork, we're a full staffing platform suite that allows businesses to connect with professionals in a modern, robust way. Our labor marketplace connects over 10M professionals to top Hospitality and Logistics companies across North America, and we're looking for top talent to help us scale. We have an immediate opening for a Sales Manager with a proven track record of success to join our rapidly growing team. Reporting to the Sales Director, this role is a critical member of the sales leadership team, responsible for coaching reps through every stage of the outbound sales process, including prospecting, qualification, and pipeline building, while using data to spot gaps and drive the fixes that close them. This is a results-driven position built for someone who can build and manage remote software sales teams, and who is as comfortable in a rep's deal review as they are in a pipeline dashboard.

What You'll Do & Who You Are

• Coach reps through the full outbound sales cycle (prospecting, qualifying, and building pipeline), with 2+ years of experience building and managing high-performing remote software sales teams
• Read the data and act on it: monitor pipeline, activity, and conversion metrics to spot gaps, then design and execute the coaching, process, or enablement changes that close them
• Bring 5+ years of quota-exceeding experience selling mid-enterprise deals, with a track record of overachievement and hitting sales targets
• Support deals directly as senior air cover, managing multiple stakeholder deal cycles and helping the team navigate complex organizations and negotiations
• Onboard and ramp new Account Executives, accelerating their time to productivity
• Forecast accurately and represent your business clearly to the executive team
• Partner cross-functionally with Marketing, Operations, Product, and Engineering to develop and execute initiatives that support the sales org
• Know the Instawork platform deeply enough to coach reps on value proposition, positioning, and strategy
• Own and evolve the sales playbook, driving adoption across your team
• Develop future sales leaders and share learnings and best practices across the company
• Scale the organization sustainably as the team grows

You're a self-starter who's passionate about coaching, mentorship, and team management, motivated by helping people grow, self-aware, and high in emotional intelligence. You learn fast, establish credibility quickly, and thrive in a high-growth, rapidly changing marketplace. You're excited to build a career at a startup disrupting the gig economy, and you're committed to developing a deep understanding of Instawork's mission, values, and product.

Nice to Haves

• Experience leading outbound/inside sales teams
• A track record of thriving in fast-paced environments
• A background in cultures that prioritize learning and development

For CA or IL-Based Applicants

• The base salary for this position is $133,000 base, with an OTE of $223,000 (uncapped sales incentive pay)
• This position is eligible for equity in the form of stock options

This position is eligible for Instawork benefits, including:

• A variety of medical, dental, and vision plans with coverage beginning on the date of hire
• Flexible paid time off
• At least 8 paid company holidays annually
• Phone stipend
• Commuter stipend
• Supplemental pay on qualified leaves
• Employee health savings account (HSA) contribution
• Flexible spending plans
• 401K plan
• Perkspot: discount program through Lumity

Our Values

• Empathy, Trust & Candor We put ourselves in the shoes of our colleagues and customers and don’t shy away from uncomfortable conversations, instead building trust through honest and direct feedback.
• Bias for Action We practice high-velocity decision-making, clear-eyed that we often operate with incomplete information. Growing quickly means it’s OK to be wrong, so long as we learn from our mistakes and course correct!
• Always Be Learning We’re a curious bunch, and with AI transforming our workplace we encourage everyone to learn from each other, compounding our knowledge and experience to help us change an entire industry.
• Act Like an Owner We work long, hard, and smart, building products that delight our users and drive growth. Your ability to impact Instawork is limited only by your courage and conviction, not your job description.

About Instawork

Founded in 2015, Instawork is the nation’s leading online labor marketplace for food services, hospitality, light industry, and logistics, connecting more than 7M skilled workers with local restaurants, hotels, warehouses, stadiums, and more. Our AI-powered platform serves thousands of businesses across more than 50 major markets in the United States and Canada. We're not just helping fill shifts, we're supporting local economies—and we're just getting started!

Instawork has been featured by CBS News, The Wall Street Journal, The Washington Post, and the Associated Press. Forbes included us on their Next Billion Dollar Startups list; RetailTech Breakthrough named us Workforce Hiring Solution of the Year for 2025; and Inc. 5000 recognized us as one of the country's top 10% fastest-growing companies two years in a row. But what matters most is our impact. We're solving real problems for real people, and we’re doing it at scale.

With hubs in San Francisco, Bangalore, and Chicago, city offices in New York, Phoenix, and Singapore, we're back to working together in-person five days a week because we believe the best ideas happen when great people collaborate face-to-face. We also value diverse perspectives and encourage applications from candidates of all backgrounds.

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