Manager, Enterprise Sales

About the role

You will lead and coach a team of Enterprise Account Executives focused on complex, multi-stakeholder sales cycles with significant ACV targets. You will define and implement Reducto's enterprise sales motion, including qualification methodology, discovery frameworks, and executive engagement strategies. You will build and refine the enterprise sales playbook, covering competitive positioning, objection handling, and champion development strategies. You will establish rigorous forecasting practices, pipeline review cadences, and CRM hygiene standards for the enterprise segment. You will partner fluidly with Product, Marketing, RevOps, and Customer Success to translate field insights into product feedback and ICP alignment. You will hire, onboard, and ramp a world-class team of Enterprise AEs as the company scales its upmarket motion. You will act as a thought partner to GTM leadership on enterprise strategy, pricing, and go-to-market motion. You will leverage AI thoughtfully in your own workflow to improve coaching, deal strategy, and operational leverage.

Key facts

What you'll do

Lead, coach, and develop a team of Enterprise Account Executives focused on complex, multi-stakeholder sales cycles with $100K-$1M+ ACV targets.

Define and implement Reducto's enterprise sales motion, including qualification methodology, discovery frameworks, mutual action plans, and executive engagement strategies.

Build and refine the enterprise sales playbook, including competitive positioning, objection handling, and champion development strategies.

Establish forecasting practices, pipeline review cadences, and CRM hygiene standards for the enterprise segment.

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.

Drive the adoption of MEDDPICC or equivalent qualification frameworks, enforcing consistent standards across the enterprise sales cycle.

Run structured pipeline reviews, using data to diagnose risk, coach reps, and communicate clearly to leadership.

Translate complex product capabilities into clear business value for both technical and executive buyers during stakeholder conversations.

Develop and execute field event and demand generation strategies aligned with enterprise buyer journeys.

Own end-to-end management of long, complex sales cycles from discovery through procurement and expansion.

Requirements

You have a proven track record of building, coaching, and scaling high-performing enterprise sales teams.

You develop talent methodically through joint selling, call reviews, pipeline coaching, and structured career paths.

You have 6-10+ years of enterprise B2B SaaS experience, including at least 2-4 years in a management or player/coach capacity.

You have personally closed or managed deals with $100K+ ACV and navigated multi-threaded stakeholder environments.

You have run long, complex sales cycles from discovery through procurement.

You are energized by ambiguity and comfortable building the playbook when none exists.

You have stood up enterprise motions from near-zero at a high-growth startup.

You can hold your own in a conversation with a VP of Engineering, Head of AI, or enterprise architect.

You understand API-based products, the AI/ML infrastructure landscape, and how technical teams evaluate and procure developer tooling.

You translate complex capabilities into business value for both technical and executive buyers.

You run tight forecasting processes and use data to coach, diagnose risk, and communicate to leadership.

You are comfortable with MEDDPICC or equivalent qualification frameworks and enforce them consistently.

You partner with cross-functional teams to translate field insights into product feedback and align on ICP.

You build systems and processes, not just relationships, to support repeatable enterprise growth.

Nice to have

Experience selling AI/ML infrastructure, document processing, or developer tooling into enterprise accounts.

A 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.

Experience building an enterprise sales function from scratch at an early-stage company.

Using AI thoughtfully in your own workflow to improve coaching, deal strategy, and operational leverage.

Practical notes

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

We're an early-stage company with extraordinary momentum, looking for someone who is excited to