Sales Manager, SMB & Mid-Market

Documo Inc; United States; Remote; USD 110,000 - 160,000; Full time

Benefits offered by this job

Equity in the company

Fully remote role

Growth opportunities

Health benefits

Job summary

Documo is seeking an experienced Sales Manager to lead our SMB and Mid‑Market team. You will own hiring, onboarding, coaching, daily management, and the team’s combined new‑logo ARR quota. This is a fully remote role across the U.S.

with Eastern Time business hours. The ideal candidate has 5+ years in SaaS sales, builds talent, and mentors reps to sell effectively using Challenger methodologies and Salesforce for forecasting.

Qualifications

• 5+ years of SaaS sales experience leading teams of 5+ reps.
• Proven ability to coach, mentor, and develop sales talent.
• Strong understanding of Challenger sales methodology.
• Excellent communication and data-driven decision making.
• Experience with Salesforce and pipeline forecasting.

Responsibilities

• Own end-to-end ARR quota for SMB and Mid-Market.
• Lead pipeline coverage and ensure targets are met.
• Report performance, forecast accuracy, and coaching progress to executives.
• Coach reps on sales methodology, discovery, demos, and negotiation.
• Run 1:1s, pipeline reviews, and forecast calls for rep development.

Skills

SaaS sales

Team leadership

Coaching

Challenger sales

Forecasting

Sales enablement

Remote leadership

Salesforce

Tools

Salesforce

Job description

Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing - turning messy paperwork into structured, usable data. We believe great products start with great people. That’s why we invest in top talent, value strong culture, and prioritize customer success and design excellence.

If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we’d love to meet you!

Job title Sales Manager - SMB & Mid-Market

Reports to SVP of Sales

Role Purpose

Documo is seeking an experienced Sales Manager to lead our SMB and Mid-Market team. You will own hiring, onboarding, coaching, daily management, and the team’s combined new-logo ARR quota.

We are looking for a great sales coach, not an activity-focused task manager. The ideal candidate has strong SaaS sales experience, a passion for developing talent, and the ability to teach reps how to sell effectively. You will motivate through skill-building and collaboration, and you’ll drive quota achievement by helping the team work smarter. This is a ground-floor opportunity to build Documo’s sales management layer and shape our coaching strategy.

This is a fully remote position. Candidates can be located anywhere in the U.S., but work hours follow Eastern Time business hours.

What we Expect

ARR Quota Ownership

• Hold full accountability for the team’s combined new-logo ARR quota
• Manage pipeline coverage models to consistently hit monthly and quarterly targets
• Report performance, forecast accuracy, and coaching progress to executive leadership

Coaching, Training & Enablement

• Coach SMB and Mid-Market reps on sales methodology, discovery, objection handling, demos, and negotiation
• Apply the Documo Sales Playbook and Challenger ICP Persona Playbook in daily selling scenarios
• Run call reviews and roleplays that give reps specific, actionable feedback
• Assess each rep’s strengths and gaps and build individual development plans
• Motivate through skill-building and understanding rather than pressure
• Partner with Enablement and Product Marketing to refine playbooks, battlecards, and segment messaging

Hiring & Onboarding

• Own end-to-end recruiting for SMB and Mid-Market reps
• Design and run a structured, methodology-focused onboarding program
• Set clear ramp milestones and actively guide new hires to proficiency

Day-to-Day Team Management

• Lead weekly 1:1s, pipeline reviews, and forecast calls focused on rep development and deal strategy
• Maintain Salesforce hygiene and set high team standards for process and performance
• Work with internal teams to resolve deal strategy questions, pricing exceptions, and cross‑functional blockers
• Partner with the SVP of Sales on territory planning, lead routing, and capacity models

What you get

• Equity in the company
• The flexibility to work remotely, alongside people who love what they do
• A seat at the table in building Documo’s sales organization and coaching culture
• A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes
• A career in the fast-growing health-tech SaaS space

Who You Are

• 5+ years of SaaS sales experience, including building and managing teams of 5 or more
• Deep understanding of structured sales methodologies (e.g., Challenger) and the ability to teach them
• Passionate about coaching, mentoring, and developing sales talent
• Proven ability to motivate teams through skill-building
• Strong communicator who builds trust quickly with developing reps
• Highly organized, with a disciplined approach to onboarding and training cadences
• Hands‑on leader who joins calls, reviews recordings, and coaches in real time
• Data‑driven, using Salesforce metrics as coaching inputs
• Thrives working independently in a fast‑paced, fully remote environment
• Experience in technical or compliance‑heavy sales (e.g., healthcare, HIPAA, APIs) is a plus

Why join Documo?

Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.

• Annual bonus program based on role and company performance.

Annual performance reviews with merit increases.

In‑person company kick‑off to connect, collaborate, and celebrate.

Equity opportunities to grow with us.

Flexible remote work that fits your life, plus flexible paid time off.

Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP).

Be part of a small, fast‑growing tech company with a supportive, inclusive, and fun culture.

We celebrate differences.

Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer.