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Documo is a fast-growing B2B SaaS company on a mission to help businesses digitize and streamline document workflows. The platform uses Intelligent Document Processing to turn unstructured files like faxes and forms into structured, usable data. The company operates in the healthcare tech space, using AI to help healthcare run more efficiently.
You will lead Documo's SMB and Mid-Market sales team as a Sales Manager reporting to the SVP of Sales. This is a ground-floor opportunity to build the company's sales management layer and shape its coaching strategy.
Key Responsibilities:
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.
The role is fully remote with work hours following Eastern Time business hours. Candidates can be located anywhere in the U.S.
Requirements:
- 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
