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