Regional Director, Mid-Market

About the role

You will lead one of the pioneer Mid-Market sales teams, owning a team of Account Executives selling to engineering organizations under 1,500 employees. This is a player-coach role for someone who has carried a bag, hit the number, and built the team that does it repeatedly. You will anchor and help scale our San Francisco and New York City offices, establishing the in-person sales culture and rituals.

Responsibilities

• Own Mid-Market team revenue, hitting and exceeding quarterly new-logo and expansion targets with the majority of reps hitting quota.
• Lead a team of 6-8 Mid-Market Account Executives: hire, onboard, ramp, coach, and performance-manage.
• Coach end-to-end Mid-Market sales cycles, including pipeline generation, technical evaluations and POCs, multi-stakeholder navigation (CIOs, CTOs, engineering leaders, and procurement), commercial negotiation, and close.
• Run an accurate weekly forecast and maintain a healthy, inspected pipeline with no surprises.
• Help build and scale the playbook: refine the outbound motion, POC-to-close conversion, and the path from self-serve to enterprise.
• Anchor the SF and NYC offices, establishing in-person sales culture, rituals, and standards for the first and second GTM 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 by engaging in deals, talking to engineering leaders, and staying fluent in how Factory creates value.

Requirements

• 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, including hiring and ramping reps.
• Command of forecasting, pipeline inspection, and sales process, with a data-driven approach.
• A coaching instinct and the 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.
• Willingness to work onsite 5 days/week in SF or NYC.

Schedule

Full-time, onsite 5 days/week in San Francisco or New York City.