Sales Manager

About CodeRabbit CodeRabbit is an innovative research and development company focused on building extraordinarily productive human-machine collaboration systems. Our primary goal is to create the next generation of Gen AI-driven code reviewers: a symbiotic partnership between humans and advanced algorithms that significantly outperforms individual engineers. We combine language models with human ingenuity to push the boundaries of software development efficiency and quality. The Role As Mid-Market Sales Manager, you'll be responsible for owning and scaling revenue in our mid-market segment. You'll manage a team of quota-carrying AEs, drive forecast accuracy, and operationalize a repeatable sales motion. This role sits at the intersection of execution and optimization: coaching reps to win today while tightening the systems that support growth tomorrow. What You'll Do Revenue OwnershipOwn a mid-market revenue number and deliver consistent, predictable growthEnsure healthy pipeline coverage and strong conversion across all stagesSupport deals through late-stage execution, pricing, and closeDeliver accurate weekly, monthly, and quarterly forecastsCreate new processes, sales motions, and programs to drive pipeline and bookings Team ManagementLead, coach, and develop a team of Mid-Market Account ExecutivesDrive best practices in discovery, MEDDICC, and value-based sellingRun 1:1s, pipeline reviews, deal reviews, and forecast callsHire and ramp new AEs in partnership with Enablement Process & ScaleStandardize and improve the mid-market sales motionPartner with RevOps to optimize CRM hygiene, dashboards, and KPIsCollaborate with Marketing on lead quality, campaigns, and conversionPartner with Customer Success on handoffs, expansion signals, and renewals Cross-Functional ImpactProvide structured feedback to Product on roadmap gaps and buyer objectionsSurface competitive insights and positioning to GTM leadershipContribute to pricing, packaging, and territory strategy as we scale What We're Looking For Experience5+ years of B2B SaaS sales experience, including 2+ years managing AEsProven success selling to mid-market accounts (100-1,000 employees)Experience in Series A-C environments with defined but evolving processesBackground selling technical, DevTools, or developer-adjacent products preferred SkillsStrong forecasting discipline and pipeline inspection skillsExcellent sales coaching and deal strategy capabilitiesComfort selling into technical buyers (Engineering, DevOps, Platform teams)Data-driven, systems-minded approach to sales management Leadership StyleHigh accountability, low egoServant leaderHands on but not a micromanagerCoach-first mindset with a bias toward actionAble to balance speed with rigor This role is based in San Francisco. We are hybrid, we work 3 days a week in our San Francisco office.