Sales Manager, SMB & Mid-Market (Remote)

Documo; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, vision

401(k) match

Equity in the company

Flexible remote work

Annual bonus program

Job summary

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

The ideal candidate has 5+ years in SaaS sales, deep knowledge of Challenger or similar methodologies, and a track record of developing top performers. Join a fast-growing health-tech SaaS company shaping patient care.

Qualifications

• 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

Responsibilities

• 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.
• 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.

Skills

SaaS sales

Team leadership

Coaching

Forecasting

Challenger sales

Remote leadership

Job description

Sales Manager, SMB & Mid-Market

Location: Remote

Department: Sales

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

Team

Sales

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

• Comprehensive benefits, including medical, dental, vision, and 401(k) match
• 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.