Sales Manager, SMB & Mid-Market

Job not on LinkedIn

🕒 2 days ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Documo

WebsiteLinkedInAll Job Openings

11 - 50 employees

🏥 Healthcare

💼 Consulting

📦 Logistics

Healthcare • Consulting • Logistics

Documo is a company that offers cloud-based fax solutions tailored for regulated industries requiring secure and compliant communications. Their platform, mFax, provides a user-friendly interface for sending and receiving faxes and offers features such as bank-grade security and a powerful API for integration. Documo's services cater to various business sizes, providing monthly and annual pricing plans. With a focus on optimizing workflows, reducing paper waste, and enhancing security, Documo aims to modernize document processes and improve efficiency for its users.

📋 Description

• Lead the SMB and Mid-Market sales team • Own hiring, onboarding, coaching, daily management, and the team’s combined new-logo ARR quota • Hold full accountability for the team’s combined new-logo ARR quota • Manage pipeline coverage models to hit monthly and quarterly targets • Report performance, forecast accuracy, and coaching progress to executive leadership • Coach representatives on sales methodology, discovery, objection handling, demos, and negotiation • Apply the Documo Sales Playbook and Challenger ICP Persona Playbook • Run call reviews and roleplays and provide actionable feedback • Assess representative strengths and gaps and create individual development plans • Partner with Enablement and Product Marketing to refine playbooks, battlecards, and segment messaging • Own end-to-end recruiting for SMB and Mid-Market representatives • Design and run a structured onboarding program and guide new hires to proficiency • Lead weekly 1:1s, pipeline reviews, and forecast calls focused on development and deal strategy • Maintain Salesforce hygiene and team standards for process and performance • Resolve deal strategy questions, pricing exceptions, and cross-functional blockers • Partner with the SVP of Sales on territory planning, lead routing, and capacity models

🎯 Requirements

• 5+ years of SaaS sales experience • Experience building and managing teams of 5 or more • Deep understanding of structured sales methodologies, such as Challenger, and ability to teach them • Passion for coaching, mentoring, and developing sales talent • Proven ability to motivate teams through skill-building • Strong communication and ability to build trust quickly with developing representatives • Highly organized, with a disciplined approach to onboarding and training cadences • Hands-on leadership, including joining calls, reviewing recordings, and coaching in real time • Data-driven approach using Salesforce metrics as coaching inputs • Ability to work independently in a fast-paced, fully remote environment • Experience in technical or compliance-heavy sales is a plus

🏖️ Benefits

• Comprehensive medical, dental, and vision benefits • 401(k) match • Company equity opportunities • Flexible remote work • Annual bonus program based on role and company performance • Annual performance reviews with merit increases • In-person company kick-off • Flexible paid time off • Paid parental leave • Mental health support • Employee Assistance Programs (EAP) • Supportive, inclusive, and fun culture • Opportunity to help build Documo’s sales organization and coaching culture • Opportunity to work in the fast-growing health-tech SaaS space