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LlamaIndex Logo LlamaIndex · Sales

Mid-Market Sales Manager / Director

United States, San Francisco · Job Posted March 26, 2026
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Job Description

We are seeking a Mid-Market Sales Manager or Director to build and lead the team driving our mid-market revenue motion. In this role, you will player-coach a team of Account Executives and BDRs selling LlamaIndex into high-growth companies, while owning pipeline generation, deal execution, and team development. You will set the operating rhythm, raise the performance bar, and build the systems that turn individual reps into a repeatable revenue engine.

Job Responsibility

  • Hire, onboard, and develop a team of 5–6 mid-market AEs and BDRs
  • Own team pipeline targets, forecast accuracy, and ARR attainment
  • Run structured deal reviews, coaching reps through discovery, qualification, and close
  • Build and drive a consistent outbound engine leveraging OSS community signals, ICP segmentation, and BDR-AE coordination
  • Lead a weekly operating cadence: pipeline reviews, 1:1s, call coaching, and forecast calls
  • Jump into live deals as a player-coach to unstick opportunities and improve close rates
  • Partner with product and engineering to translate technical differentiation into rep-ready messaging
  • Provide structured market and customer feedback to influence product roadmap and GTM strategy
  • Represent LlamaIndex at industry events and help build our presence in the developer and AI community

Requirements

  • 6–10 years in sales
  • 2–4 years in frontline sales management with a track record of team quota attainment
  • Proven experience managing full-cycle, mid-market AEs (not enterprise overlay or overlay-only roles)
  • Demonstrated success building pipeline from scratch — not inheriting it
  • Experience selling technical SaaS products to engineering and technical buyers (AI, developer tools, data infrastructure, or OSS strongly preferred)
  • Fluency in deal qualification frameworks (MEDDIC or equivalent) and ability to coach reps to apply them consistently
  • Startup experience: Success operating in high-growth, resource-constrained environments where you built systems rather than inherited them
  • Strong coaching instincts — you improve reps through specific behavior change, not motivation
  • AI-first operator: actively uses AI tools for pipeline inspection, account research, call prep, and rep coaching — and can teach your team to do the same

Nice to have

  • Experience building or scaling outbound motion alongside inbound at a developer-first company
  • Familiarity with OSS-led or community-led growth and how to convert it into pipeline
  • Track record of ramping new AEs to productivity within 60–90 days
  • Knowledge of technical POC cycles and how to coach reps through build-vs-buy conversations
  • Experience hiring and developing BDRs as a pipeline source

What we offer

  • Impactful Mission: Help companies adopt AI to unlock the value of their unstructured data
  • Collaborative Team: Join a team of experts driving the future of AI
  • Strong AI Brand: Leverage one of the largest open-source AI frameworks and communities, giving us brand recognition in the AI space greater than nearly any company our size
  • Growth Opportunities: Build and own the mid-market motion from the ground up as we scale at the frontier of enterprise AI
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