--- title: 'Sales Manager, SMB & Mid-Market at Documo' canonical: 'https://feeny.ai/job/sales-manager-smb-mid-market-documo-remote-03dmd8t4gmqk' type: 'job' last_seen: '2026-11-10' --- # Sales Manager, SMB & Mid-Market at Documo - **Company:** Documo - **Location:** Remote - **Work type:** remote - **Posted:** 2026-10-14 - **Last confirmed live:** 2026-11-10 - **Apply:** https://job-boards.greenhouse.io/documocareers/jobs/4743713005 ## Job description Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing - turning messy paperwork into structured, usable data. We believe great products start with great people. That’s why we invest in top talent, value strong culture, and prioritize customer success and design excellence. If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we’d love to meet you! Job title    Sales Manager - SMB & Mid-Market ## Team    Sales Reports to    SVP of Sales ## Role Purpose Documo is seeking an experienced Sales Manager to lead our SMB and Mid-Market team. You will own hiring, onboarding, coaching, daily management, and the team’s combined new-logo ARR quota. We are looking for a great sales coach, not an activity-focused task manager. The ideal candidate has strong SaaS sales experience, a passion for developing talent, and the ability to teach reps how to sell effectively. You will motivate through skill-building and collaboration, and you’ll drive quota achievement by helping the team work smarter. This is a ground-floor opportunity to build Documo’s sales management layer and shape our coaching strategy. This is a fully remote position. Candidates can be located anywhere in the U.S., but work hours follow Eastern Time business hours. ## What we Expect ARR Quota Ownership - Hold full accountability for the team’s combined new-logo ARR quota - Manage pipeline coverage models to consistently hit monthly and quarterly targets - Report performance, forecast accuracy, and coaching progress to executive leadership Coaching, Training & Enablement - Coach SMB and Mid-Market reps on sales methodology, discovery, objection handling, demos, and negotiation - Apply the Documo Sales Playbook and Challenger ICP Persona Playbook in daily selling scenarios - Run call reviews and roleplays that give reps specific, actionable feedback - Assess each rep’s strengths and gaps and build individual development plans - Motivate through skill-building and understanding rather than pressure - Partner with Enablement and Product Marketing to refine playbooks, battlecards, and segment messaging Hiring & Onboarding - Own end-to-end recruiting for SMB and Mid-Market reps - Design and run a structured, methodology-focused onboarding program - Set clear ramp milestones and actively guide new hires to proficiency Day-to-Day Team Management - Lead weekly 1:1s, pipeline reviews, and forecast calls focused on rep development and deal strategy - Maintain Salesforce hygiene and set high team standards for process and performance - Work with internal teams to resolve deal strategy questions, pricing exceptions, and cross-functional blockers - Partner with the SVP of Sales on territory planning, lead routing, and capacity models ## What you get - Comprehensive benefits, including medical, dental, vision, and 401(k) match - Equity in the company - The flexibility to work remotely, alongside people who love what they do - A seat at the table in building Documo’s sales organization and coaching culture - A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes - A career in the fast-growing health-tech SaaS space ## Who You Are - 5+ years of SaaS sales experience, including building and managing teams of 5 or more - Deep understanding of structured sales methodologies (e.g., Challenger) and the ability to teach them - Passionate about coaching, mentoring, and developing sales talent - Proven ability to motivate teams through skill-building - Strong communicator who builds trust quickly with developing reps - Highly organized, with a disciplined approach to onboarding and training cadences - Hands-on leader who joins calls, reviews recordings, and coaches in real time - Data-driven, using Salesforce metrics as coaching inputs - Thrives working independently in a fast-paced, fully remote environment - Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus Why join Documo? - Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match. - Annual bonus program based on role and company performance. - Annual performance reviews with merit increases. - In-person company kick-off to connect, collaborate, and celebrate. - Equity opportunities to grow with us. - Flexible remote work that fits your life, plus flexible paid time off. - Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP). - Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture. We celebrate differences. Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer. ## About Documo ## Company Overview - **One-liner**: Documo provides HIPAA-compliant cloud fax, AI-powered document automation, and intelligent document processing (IDP) for healthcare and other regulated industries. - **Entity Type**: Private (Series B) – raised ~$29M total; latest round: Venture Round ($5M, June 2024) - **Headquarters**: Wilmington, Delaware, United States (also remote-first for many roles) - **Founded**: Conflicting reports – company website states 2017 [documo.com/about-us], LinkedIn states 2014 [linkedin.com/company/documocloud] - **Founders**: Not publicly disclosed on the company website or LinkedIn ## Core Business - **Primary industry**: Cloud document workflow automation for healthcare (HIPAA, SOC 2, PIPEDA compliance) - **Target customers**: B2B – small providers to large enterprises in healthcare, government, and finance - **Mission**: “Revolutionize the way businesses handle painful and inefficient document workflows” and achieve “complete data and document interoperability for healthcare” ## Products & Services - **HIPAA-Compliant Cloud Fax**: Secure send/receive faxing with AES-256 encryption, TLS, 99.9% uptime, and 99.8% delivery rate. - **Intelligent Document Processing (IDP)**: AI-powered OCR, data extraction, and classification to convert faxes/scans into searchable, structured data – delivered directly into EHRs or workflows. - **Electronic Signatures (eSign)**: Integrated digital signatures within fax and document workflows. - **Cloud Fax and IDP API**: Embed compliant fax and IDP features into third-party software. ## Market Standing - **Valuation / Market Cap**: Not disclosed - **Key Metric**: Total funding of ~$29M (Series B led by Radian Capital in 2021/2022; Series A led by Arthur Ventures in 2020; Venture Round in June 2024; Debt financing from Bigfoot Capital in 2019) - **Notable Investors/Partners**: Radian Capital (lead Series B), Arthur Ventures (lead Series A), Bigfoot Capital (debt) - **Growth Signals**: Surpassed 1,000 customers in 2019; launched proprietary fax network in 2024; launched IDP and eSign in 2025; rated 4.8 on G2; headcount of 54 employees (LinkedIn, as of mid-2026) ## Competitive Advantages - Built-in compliance (HIPAA, SOC 2 Type II, PIPEDA) – no need for customers to manage separately - Proprietary fax network for reliability and speed (eliminates third-party dependency) - AI-powered IDP that reduces manual document handling and accelerates patient care - Strong security posture: AES-256 at rest, TLS in transit, comprehensive administrative/technical safeguards - US-based customer support and high user satisfaction (eNPS 15 points above top decile for software companies) ## Strategic Focus - Deepening healthcare document interoperability and reducing administrative burden - Expanding IDP and eSign capabilities to solve broader workflow problems - Scaling the platform through API integrations and strategic partnerships ## Why Work Here - **Culture**: Collaborative, growth-oriented environment with a strong mission to impact healthcare. Employee eNPS ranks 15 points ahead of the top decile for software companies. Employee quote: “Best role I’ve ever had.” - **Remote/Hybrid**: Remote-first for many roles (US-based); offices in Wilmington, DE. - **Notable Perks**: Not detailed, but emphasis on professional growth, solving meaningful problems, and a supportive team (“take care of every single employee”). - **Engineering Culture**: Focus on building secure, compliant, user-friendly document solutions with modern AI and cloud technologies. ## Sources 1. [Documo Homepage](https://www.documo.com/) 2. [Documo About Us](https://www.documo.com/about-us/) 3. [Documo Careers Page](https://www.documo.com/careers/) 4. [Documo LinkedIn](https://www.linkedin.com/company/documocloud) 5. [Documo Greenhouse Jobs](http://job-boards.greenhouse.io/documocareers) ## Other roles at Documo - [Demand Generation Manager](https://feeny.ai/job/demand-generation-manager-documo-united-states-p5k3swjp2q3g) — United States - [Sales Development (SDR) Manager](https://feeny.ai/job/sales-development-sdr-manager-documo-remote-q31waceyjnv0) - [Senior DevOps Engineer](https://feeny.ai/job/senior-devops-engineer-documo-remote-erw5a9cpmekp)