[All remote jobs](https://jobicy.com/jobs.md)[![Documo Inc. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/02/7339db409c26139a47395904d2a0a6b3.jpeg)](https://jobicy.com/company/documo-inc.md)[Documo Inc.](https://jobicy.com/company/documo-inc.md) # Sales Manager, SMB & Mid-Market Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/documo-inc.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished16 Oct 2026Apply before15 Nov 2026Listing views42Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Documo is hiring a remote Sales Manager to lead, hire, onboard, and coach an SMB and Mid-Market SaaS sales team. The manager owns the team’s new-logo ARR quota, pipeline coverage, forecasting, and Salesforce process discipline. Core work centers on methodology-based coaching, call reviews, roleplays, individual development plans, and collaboration with enablement, product marketing, and executive leadership. Candidates need 5+ years of SaaS sales experience, people-management experience, strong Challenger-style sales methodology knowledge, and comfort operating independently in a fast-paced remote environment. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-accountability frontline sales leadership role with direct ownership of team quota attainment, hiring, forecasting, and rep development. Success requires both strategic sales-management judgment and hands-on coaching in a rapidly growing remote SaaS environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$140,000US market range (per year)$110k–$170k0$187.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. The yearly compensation estimate is an AI-generated US market estimate for a remote SMB and mid-market SaaS Sales Manager role and may vary by location, team size, variable-pay structure, and experience. ## Core skills Skills and capabilities most closely associated with this opportunity. [SaaS sales management](https://jobicy.com/jobs?search_keywords=SaaS%20sales%20management.md)[Sales coaching](https://jobicy.com/jobs?search_keywords=Sales%20coaching.md)[Challenger sales methodology](https://jobicy.com/jobs?search_keywords=Challenger%20sales%20methodology.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Quota attainment](https://jobicy.com/jobs?search_keywords=Quota%20attainment.md)[Sales recruiting](https://jobicy.com/jobs?search_keywords=Sales%20recruiting.md)[Onboarding](https://jobicy.com/jobs?search_keywords=Onboarding.md)[Sales enablement](https://jobicy.com/jobs?search_keywords=Sales%20enablement.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[Team leadership](https://jobicy.com/jobs?search_keywords=Team%20leadership.md)[ARR growth](https://jobicy.com/jobs?search_keywords=ARR%20growth.md)[Account executive development](https://jobicy.com/jobs?search_keywords=Account%20executive%20development.md) Sample interview questionsHow have you improved a sales team’s performance without relying primarily on activity pressure?I start with a diagnostic of conversion rates, call quality, pipeline health, and individual skill gaps. I then use targeted call reviews, roleplays, and coaching plans to improve the specific behaviors affecting results, such as discovery depth, multithreading, or objection handling, and measure progress through leading and lagging indicators. How would you build a reliable pipeline coverage model for an SMB and mid-market team? I would establish targets by segment, historical conversion rates, average sales cycle, and required pipeline coverage. I would review coverage and stage quality regularly, inspect deal-level next steps and risks, and use those findings to guide rep coaching, lead-routing decisions, and forecast updates. Describe your approach to onboarding new SaaS sales representatives. I create a structured ramp plan with clear milestones across product knowledge, customer pain points, sales methodology, systems proficiency, call observation, roleplays, and early pipeline creation. Each new hire receives regular manager feedback and measurable readiness criteria before progressing to greater deal ownership. How do you use Salesforce data as a coaching tool? I use Salesforce to identify patterns in pipeline creation, stage conversion, sales-cycle duration, win rates, activity-to-outcome relationships, and forecast accuracy. Rather than treating data as a reporting exercise, I connect it to specific coaching conversations and development actions for each representative. How would you handle a representative who consistently misses quota but works hard? I would acknowledge the effort while clearly addressing the performance gap. I would review their funnel, calls, deal strategy, and skill execution to identify root causes, agree on a focused improvement plan with measurable milestones, provide hands-on support, and reassess progress consistently and fairly. Opportunity details ## 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 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. Show more [Apply now >](https://jobicy.com/jobs/155489-sales-manager-smb-mid-market.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![Dandy logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/2321b7db-221-1.jpeg) Dandy Oct 16 New ### [Senior Manager, Customer Expansion](https://jobicy.com/jobs/155529-senior-manager-customer-expansion.md) Dandy is transforming the massive and antiquated dental industry—an industry worth over $400B. Backed by some of the world’s leading venture capital firms, we’re on an ambitious mission to simplify… * ![Chainguard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/e4b6aacf-221.jpeg) Chainguard Oct 16 New ### [Corporate Account Executive – Central](https://jobicy.com/jobs/155527-corporate-account-executive-central-2.md) Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations… * ![UpGuard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/474a12c7-221.png) UpGuard Oct 16 New ### [Account Manager](https://jobicy.com/jobs/155528-account-manager-13.md) Who are we? At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk… * ![Chainguard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/e4b6aacf-221.jpeg) Chainguard Oct 16 New ### [Commercial Account Executive – Singapore](https://jobicy.com/jobs/155523-commercial-account-executive-singapore.md) Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations… * ![Workleap logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b84329e1-221.png) Workleap Oct 16 New ### [Sales Development Representative — ShareGate](https://jobicy.com/jobs/155518-sales-development-representative-sharegate.md) Company Description Workleap is a Montreal-based tech company, founded in 2006. We’re builders at heart, we make simple products that actually matter to the people who use them. We have… * ![Cision logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/e9661342-221.jpeg) Cision Oct 16 New ### [Account Executive](https://jobicy.com/jobs/155509-account-executive-25.md) At Cision, we believe in empowering every individual to make an impact. Here, your voice is heard, your ideas are valued, and your unique perspective fuels our collective success. As… * ![WorkWhile logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/10/WRILS-201029094500-271242.jpg) WorkWhile Oct 16 New ### [Enterprise Account Executive – Hospitality](https://jobicy.com/jobs/155487-enterprise-account-executive-hospitality.md) About WorkWhile WorkWhile is on a mission to help workers earn a better living and live better lives. 83 million Americans work hourly jobs: the true backbone of the hospitality,… * ![Apaleo logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/6d684c9f-221.png) Apaleo Oct 16 New ### [Sales Solutions Manager (f/m/d)](https://jobicy.com/jobs/155445-sales-solutions-manager-f-m-d.md) Apaleo is the world’s most open, API-first property management platform powering the next generation of hospitality operations. Its modular, AI-powered infrastructure enables hoteliers to customise their tech stack, automate routine… * ![Tenable logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/01879e02-221.jpg) Tenable Oct 16 New ### [Regional Sales Director](https://jobicy.com/jobs/155432-regional-sales-director-2.md) Who is Tenable? Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent… * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Oct 16 New ### [Associate Renewals Manager](https://jobicy.com/jobs/155427-associate-renewals-manager.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50… [Browse all jobs](https://jobicy.com/jobs.md)