Manager, Enterprise Sales

About Reducto

Reducto is the agentic document platform for leading AI teams who demand enterprise performance at scale. We provide a comprehensive toolkit for working with documents the way a human would, combining custom in-house and leading frontier models to power efficient and accurate document workflows. We’ve grown rapidly, increasing revenue 8x year over year and partnering with hundreds of companies, from leading AI teams like Harvey, Vanta, and Scale, to enterprise customers across FAANG and top trading firms. Reducto has raised over $100M from world-class investors including a16z, Benchmark, and First Round Capital, and are hiring a Founding Enterprise Front-Line Manager to build and lead the team responsible for Reducto’s most strategic customer relationships.

Responsibilities

• Lead and develop a team of Enterprise Account Executives, and define the sales motion, playbook, and culture that powers Reducto’s upmarket expansion.
• Work directly with the founding team, influence product direction, and help build the GTM foundation from the ground up.
• Translate field insights into product feedback, align on ICP with marketing, and ensure seamless handoffs post-close.
• Partner with RevOps to design territory models, account segmentation, quota structures, and performance reporting.
• Collaborate with Marketing on enterprise demand generation, ABM programs, and field event strategy.
• Partner with Product to surface enterprise requirements, influence the roadmap, and ensure our solution addresses the most critical customer pain points.
• Hire, onboard, and ramp a world-class team of Enterprise AEs as we scale.
• Act as a thought partner to GTM leadership on enterprise strategy, pricing, and go-to-market motion.

Requirements

• Leadership: Proven track record of building, coaching, and scaling high-performing enterprise sales teams. Develop talent methodically through joint selling, call reviews, pipeline coaching, and structured career paths. Promote reps into senior roles.
• Enterprise Sales Experience: 6–10+ years of enterprise B2B SaaS experience, including at least 2–4 years in a management or player/coach capacity. Personal closure or management of deals with $100K+ ACV, navigation of multi-threaded stakeholder environments, and running long, complex sales cycles from discovery through procurement.
• Builder Mentality: Energized by ambiguity. Build the playbook without needing a playbook handed to you. Stand up enterprise motions from near-zero at a high-growth startup and know how to create structure without bureaucracy.
• Technical Acumen: Can hold your own in a conversation with a VP of Engineering, Head of AI, or enterprise architect. Understand API-based products, the AI/ML infrastructure landscape, and how technical teams evaluate and procure developer tooling. Translate complex capabilities into business value for both technical and executive buyers.
• Forecasting & Pipeline Rigor: Run tight forecasting processes. Use data to diagnose risk, coach reps, and communicate clearly to leadership. Comfortable with MEDDPICC or equivalent qualification frameworks and enforce them consistently.
• Cross-Functional Partnership: Partner fluidly with Product, Marketing, RevOps, and Customer Success. Translate field insights into product feedback, align on ICP with marketing, and ensure seamless handoffs post-close. Build systems, not just relationships.

Qualifications

• Experience selling AI/ML infrastructure, document processing, or developer tooling into enterprise accounts.
• Network of enterprise relationships in key Reducto verticals — financial services, insurance, healthcare, or legal.
• Experience with usage-based or consumption pricing models and how they reshape enterprise deal structures.
• Previously built an enterprise sales function from scratch at an early-stage company.

Skills

• Experience in high-stakes, high-growth environments.
• Ability to thrive in ambiguous situations.
• Strong technical acumen and ability to hold your own in conversations with technical stakeholders.
• Proven ability to forecast and manage pipelines effectively.
• Excellent cross-functional collaboration skills.

Benefits

• Unlimited PTO
• Lunch provided daily at the office
• Reimbursed transportation
• Generous health insurance coverage
• Health and wellness budget
• Parental leave

Pay

In-person role at our office in San Francisco, CA or New York, NY.

Schedule

Early stage company with extraordinary momentum, looking for someone who is excited to help build something transformative from the ground up.