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Regional Director, Mid-Market, SF

Factory· GTM
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San Francisco, CAFull-timePosted 3mo ago

About the role

Regional Director leading the Mid-Market sales team, responsible for revenue across the Americas, scaling SF & NYC GTM hubs, and coaching a quota-carrying team of AEs to close multi-stakeholder, technical sales cycles for Factory's Droids to CIOs/CTOs/engineering leaders.

Responsibilities

  • 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.

Skills

Required:B2B SaaS sales
Last updated Oct 8, 2026. Interested? Apply on the company site.
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Build faster with AI coding agents.

Build faster with AI coding agents. Factory Droids automate coding, testing, and deployment for startups and enterprises.

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