Sales Manager, SMB & Mid-Market

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-build