Strategic Overview
Sales Manager, SMB & Mid-Market at Documo Inc. is a sales-support opportunity centered on the specialist responsibilities and outcomes described in the employer's listing.
The published role emphasizes work such as Manage pipeline coverage models to consistently hit monthly and quarterly targets Assess each rep’s strengths and gaps and build individual development plans.
The role is listed for United States with remote working arrangement, giving candidates the practical context needed to assess fit before applying. Relevant signals in the listing include Sales, Director.
Key information at a glance
About This Role
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…
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
Key Responsibilities & Objectives
- Manage pipeline coverage models to consistently hit monthly and quarterly targets
- Assess each rep’s strengths and gaps and build individual development plans
- Partner with Enablement and Product Marketing to refine playbooks, battlecards, and segment messaging
- Own end-to-end recruiting for SMB and Mid-Market reps
Required Qualifications & Candidate Blueprint
- Deep understanding of structured sales methodologies (e.g., Challenger) and the ability to teach them
- Proven ability to motivate teams through skill-building
- Hands-on leader who joins calls, reviews recordings, and coaches in real time
Salary & Benefits
The available source data does not publish a numerical salary range for this opening. We do not estimate or substitute third-party figures.
- Comprehensive benefits, including medical, dental, vision, and 401(k) match
- Equity in the company
- A career in the fast-growing health-tech SaaS space
- Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.
- Annual bonus program based on role and company performance.
- Equity opportunities to grow with us.
Full Job Description
The following is the complete job description supplied by the source. We sanitize unsafe markup and remove external links, but do not shorten or rewrite the employer's source content.
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-building
- Strong communicator who builds trust quickly with developing reps
- Highly organized, with a disciplined approach to onboarding and training cadences
- Hands-on leader who joins calls, reviews recordings, and coaches in real time
- Data-driven, using Salesforce metrics as coaching inputs
- Thrives working independently in a fast-paced, fully remote environment
- Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus
Why join Documo?
Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.
- Annual bonus program based on role and company performance.
Annual performance reviews with merit increases.
In-person company kick-off to connect, collaborate, and celebrate.
Equity opportunities to grow with us.
Flexible remote work that fits your life, plus flexible paid time off.
Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP).
Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.
We celebrate differences.
Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer.
Editor’s Market Perspective (Our Custom Analysis)
Why This Position Matters
This sales-support opening is a useful opportunity for candidates whose experience matches Sales, Director. Its strongest career signal is the scope of the work itself — particularly Manage pipeline coverage models to consistently hit monthly and quarterly targets — rather than a generic title alone.
Resume & Application Strategy
For the application, mirror the employer's language where it truthfully matches your background: foreground Sales, Director, quantify outcomes from comparable work, and place the most relevant experience near the top of the resume. If the listing specifies tools, platforms, leadership scope, or domain experience, use those exact terms in context instead of presenting an unrelated keyword list.
We organize source-provided information into this independent job-seeker overview. Compensation is shown only when the source provides it; the official listing remains the authority for current requirements and application instructions.