Regional Director, Mid-Market

Job description

ABOUT THE ROLE You will lead one of the pioneer Mid-Market sales teams from the front. You own a team of Account Executives selling to engineering organizations under 1,500 employees, and you carry the number for the region. You will also anchor and help scale our San Francisco & New York City offices, hiring, ramping, and building the culture of the first and second GTM hubs. You will lead a team of Mid-Market Account Executives who run technical, multi-stakeholder sales cycles into engineering organizations, selling Factory's Droids to CIOs, CTOs, engineering leaders, and procurement. This is a player-coach role for someone who has carried a bag, hit the number, and then built the team that does it repeatedly. You coach deals daily, run a tight forecast, and raise the bar on talent. WHAT YOU WILL DO AND ACHIEVE - Own Mid-Market team revenue. Hit and exceed quarterly new-logo and expansion targets with the majority of reps hitting quota. - Lead a team of 6-8 Mid-Market AEs. Hire, onboard, ramp, coach, and performance-manage. - Coach end-to-end Mid-Market cycles: pipeline generation, technical evaluations and POCs, multi-stakeholder navigation across CIOs, CTOs, engineering leaders, and procurement, commercial negotiation, and close. - Run an accurate weekly forecast and a healthy, inspected pipeline. No surprises. - Help build/scale the playbook: refine the outbound motion, POC-to-close conversion, and the path from self-serve to enterprise. - Anchor the SF & NYC offices. Establish the in-person sales culture, rituals, and bar for the first and second hubs. - Partner with the CEO, Sales Engineering, Product, Engineering, Marketing, and RevOps to customize solutions, drive expansion and renewal, and compound pipeline. - Model the work. Get in deals, talk to engineering leaders, and stay fluent in how Factory creates value. QUALIFICATIONS - 6+ years in B2B SaaS sales, with 2+ years leading a quota-carrying team as a first-line manager, ideally in Mid-Market with complex, multi-stakeholder cycles. - A track record of personally carrying and exceeding quota before moving into leadership. - Proven success selling technical products to engineering buyers (developer tools, DevOps, infrastructure, or platform software strongly preferred). - Experience building or scaling a team or office from an early stage. You have hired and ramped reps, not just inherited them. - Command of forecasting, pipeline inspection, and sales process. You run on data. - A coaching instinct and the technical aptitude to coach evaluations and demos for DevEx and engineering buyers. Your reps get better because of you. Nice to Have - Experience selling AI or agentic products to technical buyers. - Early-stage or founding GTM experience (Series A/B). - An existing network among mid-market engineering leaders. This role is open to San Francisco and New York City