Manager, Enterprise Sales

Job description

ABOUT REDUCTO Reducto is the agentic document platform for leading AI teams who demand enterprise performance at scale. We provide a comprehensive toolkit for working with documents the way a human would, combining custom in-house and leading frontier models to power efficient and accurate document workflows. We’ve grown rapidly, increasing revenue 8x year over year and partnering with hundreds of companies, from leading AI teams like Harvey, Vanta, and Scale, to enterprise customers across FAANG and top trading firms. Reducto has raised over $100M from world-class investors including a16z, Benchmark, and First Round Capital, and are hiring a Founding Enterprise Front-Line Manager to build and lead the team responsible for Reducto’s most strategic customer relationships. This is a pivotal hire that will shape how we sell to the world’s most complex organizations and unlock our next phase of growth. In this role you will lead and develop a team of Enterprise Account Executives, and define the sales motion, playbook, and culture that powers Reducto’s upmarket expansion. You will work directly with the founding team, influence product direction, and help build the GTM foundation from the ground up. We would love to meet you if you possess the following: - Leadership: You have a proven track record of building, coaching, and scaling high-performing enterprise sales teams. You develop talent methodically — through joint selling, call reviews, pipeline coaching, and structured career paths — and have a history of promoting reps into senior roles. - Enterprise Sales Experience: You have 6–10+ years of enterprise B2B SaaS experience, including at least 2–4 years in a management or player/coach capacity. You have personally closed or managed deals with $100K+ ACV, navigated multi-threaded stakeholder environments, and run long, complex sales cycles from discovery through procurement. - Builder Mentality: You are energized by ambiguity. You don’t need a playbook handed to you — you build the playbook. You’ve stood up enterprise motions from near-zero at a high-growth startup and know how to create structure without bureaucracy. - Technical Acumen: You can hold your own in a conversation with a VP of Engineering, Head of AI, or enterprise architect. You understand API-based products, the AI/ML infrastructure landscape, and how technical teams evaluate and procure developer tooling. You can translate complex capabilities into business value for both technical and executive buyers. - Forecasting & Pipeline Rigor: You run tight forecasting processes. You use data to diagnose risk, coach reps, and communicate clearly to leadership. You are comfortable with MEDDPICC or equivalent qualification frameworks and enforce them consistently. - Cross-Functional Partnership: You partner fluidly with Product, Marketing, RevOps, and Customer Success. You translate field insights into product feedback, align on ICP with marketing, and ensure seamless handoffs post-close. You are a builder of systems, not just relationships. The core work will include: - Lead, coach, and develop a team of Enterprise Account Executives focused on complex, multi-stakeholder sales cycles with $100K–$1M+ ACV targets - Define and implement Reducto’s enterprise sales motion — including qualification methodology, discovery frameworks, mutual action plans, and executive engagement strategies - Build and refine the enterprise sales playbook, including competitive positioning, objection handling, and champion development strategies - Establish forecasting practices, pipeline review cadences, and CRM hygiene standards for the enterprise segment - Partner with RevOps to design territory models, account segmentation, quota structures, and performance reporting - Collaborate with Marketing on enterprise demand generation, ABM programs, and field event strategy - Partner with Product to surface enterprise requirements, influence the roadmap, and ensure our solution addresses the most critical customer pain points - Hire, onboard, and ramp a world-class team of Enterprise AEs as we scale - Act as a thought partner to GTM leadership on enterprise strategy, pricing, and go-to-market motion Bonus points if you: - Have experience selling AI/ML infrastructure, document processing, or developer tooling into enterprise accounts - Have a network of enterprise relationships in key Reducto verticals — financial services, insurance, healthcare, or legal - Have experience with usage-based or consumption pricing models and how they reshape enterprise deal structures - Have previously built an enterprise sales function from scratch at an early-stage company - Use AI thoughtfully in your own workflow to improve coaching, deal strategy, and operational leverage This is an in-person role at our office in San Francisco, CA or New York, NY. We’re an early-stage company with extraordinary momentum, looking for someone who is excited to help build something transformative from the ground up. We need a Founding Enterprise Front-Line Manager who thrives in high-stakes, high-growth environments and is ready to turn Reducto’s remarkable product-market fit into a scalable enterprise business. Benefits at Reducto At Reducto, we’re invested in the well-being and growth of our team. Here’s what we currently offer: - Unlimited PTO: We believe great work requires recharging. - Lunch: Receive a free lunch to eat with your teammates daily at the office - Reimbursed Transportation: Provide us with your receipts and we’ll take care of the costs - Insurance: Generous health insurance covering medical, dental, and vision. - Health and Wellness Budget: We provide up to $150/mo reimbursement for health and wellness spending, such as gym memberships, fitness classes, or similar. - Parental Leave: Work with us to build a leave schedule that works for you and your family Reducto is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law.