Sales Manager

Guava; Los Angeles (CA); On-site; USD 120,000 - 165,000; Full time

Benefits offered by this job

Equity

In-office (DTLA)

Competitive salary

Job summary

Guava is seeking a Head of Account Executive to lead and grow our enterprise sales team in Downtown Los Angeles. You will coach a group of Account Executives selling into strategic accounts, manage pipeline, and participate in live enterprise cycles as needed.

You'll be responsible for setting quotas, ramping new reps, and aligning with marketing and Solutions Engineering to win large deals. This is an in‑office, player‑coach role with equity and a strong commission plan.

Qualifications

• 7+ years of B2B sales experience with at least 2+ years managing a quota-bearing team.
• Proven track record leading a team that hits or exceeds quota in complex enterprise sales.
• Experience selling or managing sales for technical or infrastructure products (API/SaaS/AI/ML) preferred.
• Based in or willing to commute to Los Angeles; in-office role.

Responsibilities

• Lead and coach Account Executives selling into enterprise accounts.
• Run weekly 1:1s, pipeline reviews, and deal strategy sessions.
• Set individual and team quotas, and monitor forecast accuracy.
• Onboard and ramp new AEs with enablement resources and Solutions Engineering.
• Maintain disciplined CRM hygiene and consistent deal documentation.
• Collaborate with marketing to align lead flow with field experience.

Skills

B2B sales

Team leadership

Forecasting discipline

CRM rigor

Talent acquisition

Tools

CRM (Salesforce)

Job description

Summary

Lead and grow our Account Executive team. You will manage a group of reps selling into our largest and most strategic accounts, and be responsible for the team hitting quota quarter over quarter through coaching, deal strategy, hiring, and disciplined pipeline management. This is a player‑coach role: you will spend most of your time developing reps and reviewing deals, but you should be comfortable jumping into a live enterprise sales cycle when a deal needs it.

All rolesRevenueSales Manager

• Full-Time
• In-Office: Downtown Los Angeles, CA
• Revenue
• 7+ years
• $120,000–$165,000 + equity

What you'll do

• Manage, coach, and develop a team of Account Executives selling into regulated enterprise accounts.
• Run weekly 1:1s, pipeline reviews, and deal strategy sessions to help reps progress and close deals.
• Set individual and team quotas, and hold the team accountable to them.
• Onboard and ramp new AEs, working closely with enablement resources and Solutions Engineering.
• Own team-level pipeline health and forecast accuracy; report status to sales leadership.
• Review and coach deal strategy on complex, multi-stakeholder enterprise opportunities.
• Ensure disciplined CRM hygiene and consistent deal documentation across the team.
• Identify pipeline gaps early and drive prospecting activity to fill them.
• Partner with recruiting to source, interview, and hire Account Executives as the team scales.
• Build and refine the sales playbook, onboarding process, and account assignment structure.
• Foster a competitive, collaborative team culture that reps want to be part of.
• Partner with Solutions Engineering and Forward Deploy Engineers to align on technical fit and proof‑of‑concept execution across the team's deals.
• Work with marketing to align lead flow and messaging with what is actually working in the field.
• Feed customer and market insights back to product and leadership to inform roadmap and positioning.
• Represent the sales team in leadership planning: quota‑setting, compensation design, and territory strategy.

What we're looking for

• 7+ years of B2B sales experience, including at least 2+ years directly managing a quota‑carrying sales team.
• Track record of leading a team that consistently hits or exceeds quota, ideally in complex enterprise sales cycles.
• Experience selling or managing sales for technical or infrastructure products. API platforms, SaaS, AI/ML, or voice/communications technology preferred.
• Comfortable coaching reps who sell to both technical buyers (CTOs, engineering leaders) and business executives (CRO, COO, VP Ops).
• Strong forecasting discipline and CRM rigor; you can tell leadership exactly where the quarter stands and why.
• Experience hiring and ramping new sales talent.
• Excellent communicator and coach; you give direct, actionable feedback and reps get better because of it.
• Based in or willing to commute to Los Angeles; full‑time, in‑office.

Nice to haves

• Experience managing a sales team selling into BPOs, healthcare systems, banking/lending, or insurance carriers.
• Familiarity with compliance‑driven buying processes (SOC 2, HITRUST, PCI, HIPAA).
• Experience at an early‑stage or growth‑stage startup building a sales org from the ground up.
• Prior experience as an individual‑contributor Account Executive before moving into management.

Why Guava

• Build and lead the team selling a product with a decade of regulated production proof behind it, not a demo, a platform.
• Get in early on a category‑defining AI company with real traction and real customers.
• Direct line to leadership and real influence over how the sales org is built.
• Work with a technical team that backs up every claim your reps make in front of a prospect.
• Competitive base, commission override on team performance, and equity.

Benefits

• Competitive base salary and early‑stage equity.
• Medical, dental, and vision coverage.
• 401(k) with employer match.
• Flexible paid time off.
• Paid parental leave.
• Top‑tier equipment and the tools you need to do your best work.