Regional Director, Mid-Market, NYC

Factory
San Francisco, CA
On-site

Who this role is best for

Geared toward mid-level B2B SaaS sales leaders comfortable with managing multi-stakeholder technical sales cycles.

Best fit for

  • Mid-level B2B SaaS sales leaders with prior quota-carrying experience and team-building success in mid-market environments
    — “2+ years leading a quota-carrying team as a first-line manager”
  • Candidates with strong coaching instincts and technical fluency in DevEx and engineering sales processes
    — “coaching instinct and the technical aptitude to coach evaluations and demos for DevEx and engineering buyers”
  • Individuals with experience scaling early-stage GTM teams and establishing office culture
    — “Experience building or scaling a team or office from an early stage”

Things to consider

  • In-office requirement in NYC for 5 days per week may limit remote flexibility
    — “This is an in-office position, 5 days a week, based in NYC”
  • The role demands consistent performance management and forecasting accuracy
    — “Run an accurate weekly forecast and a healthy, inspected pipeline. No surprises.”

How to stand out

  • Highlight your history of leading teams that consistently hit quota and scale from scratch
    — “hit and exceed quarterly new-logo and expansion targets with the majority of reps hitting quota”
  • Demonstrate your ability to coach through technical sales cycles and multi-stakeholder negotiations
    — “Coach end-to-end Mid-Market cycles: pipeline generation, technical evaluations and POCs, multi-stakeholder navigation”
  • Showcase your experience in refining sales playbooks and improving conversion rates
    — “Help build/scale the playbook: refine the outbound motion, POC-to-close conversion”
Pace · Fast PacedCollaboration · HighAutonomy · HighDecision Impact · CompanyLevel · Senior

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

  • hit and exceed quarterly revenue targets
  • build and scale sales team
Typical background
6+ years in B2B SaaS salesproven success in leading a quota-carrying team

Skills & requirements

Required

B2B Saas SalesQuota-carryingTechnical Product SellingTeam LeadershipForecasting

Preferred

AI Product SellingEarly-stage GTM Experience

Stack & domain

B2B Saas SalesQuota-carryingTeam ManagementTechnical SalesMulti-stakeholder SalesSales ForecastingPipeline InspectionSales ProcessSales PlaybookSales CultureSales RitualsSales BarSales GTMSales ExpansionSales RenewalSales PipelineSales CustomizationSales CoachingSales DemosSales EvaluationsSales EngineeringSales ProductSales MarketingSales RevopsLeadershipCoachingCommunicationTeamworkProblem-solvingAttention To DetailStrategic ThinkingCustomer FocusInnovationAdaptabilitySalesB2B Saas

About the role

Original posting from Factory via Ashby

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 is an in-office position, 5 days a week, based in NYC.

Source: Factory careers (Ashby)

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