LlamaIndex - Mid-Market Sales Manager / Director

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.

Responsibilities

• 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.

• 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.

Preferred Qualifications

• 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.