Founding West Coast Sales Manager - Los Angeles
$150,000–$176,400 year
On-siteLos Angeles, California, United States
Job Summary
Lead hiring and build the Account Executive team from scratch, establishing structured assessments, scorecards, and unbiased debriefs to source through offer. Directly manage and develop new AEs by running 1:1s, pipeline reviews, and deal reviews while diagnosing performance gaps in discovery, demos, and deal progression. Own pipeline hygiene and forecasting accuracy using MEDDPICC, ensuring strict CRM discipline and addressing choke points in the sales cycle. Partner with RevOps, Sales Enablement, Marketing, and the Legal Solutions team to align training, messaging, and pre-sales motions. Collaborate with the NYC Sales Manager to maintain national consistency and provide field feedback to Product on customer needs. Based in Los Angeles for a 3-day-a-week in-office culture, this founding role reports to the Sales Director as we scale our West Coast presence post-Series B.
Required Qualifications
- Proven experience managing a team of Enterprise B2B SaaS AEs (3+ years in a management role)
- Track record of building or significantly scaling a sales team, ideally from a founding or greenfield position
- Consistent record of meeting or exceeding team quota
- Strong coaching skills: able to diagnose skill gaps and deliver practical, actionable feedback
- Experience with structured hiring processes and a demonstrable track record of making strong hires
- Proficiency with CRM tools (HubSpot preferred) and pipeline management
- Comfort operating in a high-growth, scaling environment where process is still being built
- Based in or willing to relocate to Los Angeles for a 3-day-a-week in-office culture
- Demonstrated ability to learn and credibly articulate complex or technical subject matter
- Demonstrated ability to learn and credibly articulate complex or technical subject matter. Our AEs sell into the legal and real estate market, and managers need to understand the domain well enough to coach effectively on deal strategy, objection handling, and positioning
Desired Qualifications
- Experience selling into legal, real estate, or regulated industries
- Experience with complex, multi-stakeholder enterprise sales cycles
- Familiarity with AI/technology products
- Experience scaling a sales team through a Series B or similar growth phase
- Exposure to MEDDIC, MEDDPICC, or similar qualification frameworks
- Existing network or market experience on the West Coast
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