[Hiring] Sales Manager @Documo

Role Description

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.

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.

Requirements

• 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.

Benefits

• 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.