Regional Director, Mid-Market, SF

The role

You will lead a team of 6-8 Mid-Market Account Executives selling to engineering organizations across the Americas. You will own the regional revenue, coach technical sales cycles, and help scale the San Francisco and New York City offices.

What you will do

• Own Mid-Market team revenue and hit quarterly new-logo and expansion targets.
• Lead, hire, onboard, ramp, coach, and performance-manage a team of 6-8 Mid-Market AEs.
• Coach end-to-end Mid-Market cycles including pipeline generation, technical evaluations, and commercial negotiation.
• Run an accurate weekly forecast and a healthy, inspected pipeline.
• Help build and scale the playbook for outbound motion and conversion.
• Anchor the SF and NYC offices to establish in-person sales culture.
• Partner with CEO, Sales Engineering, Product, Engineering, Marketing, and RevOps.
• Model the work by getting in deals and talking to engineering leaders.

Required qualifications

• 6+ years in B2B SaaS sales.
• 2+ years leading a quota-carrying team as a first-line manager.
• Track record of personally carrying and exceeding quota before moving into leadership.
• Proven success selling technical products to engineering buyers.
• Experience building or scaling a team or office from an early stage.
• Command of forecasting, pipeline inspection, and sales process.
• Technical aptitude to coach evaluations and demos for DevEx and engineering buyers.

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.
• Experience in Mid-Market with complex, multi-stakeholder cycles.
• Experience selling developer tools, DevOps, infrastructure, or platform software.

About the company

Factory builds the platform for self-improving software development to help enterprise engineering teams become autonomous software factories. The company raised $200M in 2026 at a $5B valuation.