Senior HRBP
factory
Regional Director, Mid-Market
factory· GTM
About this role
About the Role
You will lead one of the pioneer Mid-Market sales teams from the front. You own a team of Account Executives selling to engineering organizations under 1,500 employees, and you carry the number for the region. You will also anchor and help scale our San Francisco & New York City offices, hiring, ramping, and building the culture of the first and second GTM hubs.
You will lead a team of Mid-Market Account Executives who run technical, multi-stakeholder sales cycles into engineering organizations, selling Factory's Droids to CIOs, CTOs, engineering leaders, and procurement. This is a player-coach role for someone who has carried a bag, hit the number, and then built the team that does it repeatedly. You coach deals daily, run a tight forecast, and raise the bar on talent.
What you will do and achieve
Own Mid-Market team revenue. Hit and exceed quarterly new-logo and expansion targets with the majority of reps hitting quota.
Lead a team of 6-8 Mid-Market AEs. Hire, onboard, ramp, coach, and performance-manage.
Coach end-to-end Mid-Market cycles: pipeline generation, technical evaluations and POCs, multi-stakeholder navigation across CIOs, CTOs, engineering leaders, and procurement, commercial negotiation, and close.
Run an accurate weekly forecast and a healthy, inspected pipeline. No surprises.
Help build/scale the playbook: refine the outbound motion, POC-to-close conversion, and the path from self-serve to enterprise.
Anchor the SF & NYC offices. Establish the in-person sales culture, rituals, and bar for the first and second 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. Get in deals, talk to engineering leaders, and stay fluent in how Factory creates value.
Qualifications
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. You have hired and ramped reps, not just inherited them.
Command of forecasting, pipeline inspection, and sales process. You run on data.
A coaching instinct and the technical aptitude to coach evaluations and demos for DevEx and engineering buyers. Your reps get better because of you.
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.
This role is open to San Francisco and New York City
Frequently Asked Questions
Is the salary disclosed for the Regional Director, Mid-Market position at factory?
The salary for this Regional Director, Mid-Market role at factory is not publicly listed. Click "Apply Now" to learn more about the compensation package on their official careers page.
Where is the Regional Director, Mid-Market position at factory located?
This Regional Director, Mid-Market role at factory is based in New York, NY, San Francisco, CA. The position is listed as on-site or hybrid. Check the full job description or apply directly to confirm the work arrangement.
Is the Regional Director, Mid-Market role at factory full-time or part-time?
This is listed as a FullTime position. It is posted as a Regional Director, Mid-Market role in the GTM department at factory.
Which team or department does the Regional Director, Mid-Market at factory belong to?
This Regional Director, Mid-Market position is part of the GTM department at factory. See the full job description for more information about the team structure and responsibilities.
How do I apply for the Regional Director, Mid-Market position at factory?
Click the "Apply Now" button on this page. You will be redirected to factory's official application portal hosted on ashby where you can submit your application directly.
When was the Regional Director, Mid-Market job at factory posted?
This Regional Director, Mid-Market position at factory was posted on Jul 3, 2026. Apply as soon as possible — early applications are often reviewed first.
Regional Director, Mid-Market
factory
You'll be redirected to factory's official application page on Ashby ATS.