Founding Mid-Market Sales Manager

Summary

Join AirGarage as a Sales Manager and lead a team of Account Executives in driving new business at a fast-growing startup. You will oversee the initial team of 5, with plans to expand. This role requires strong management, sales, and interpersonal skills, coaching the team through complex real estate discussions and technical product features. Success involves understanding various buyer journeys and systematizing the sales process. The ideal candidate has a proven track record of success selling to traditional businesses, leading Account Executives, and managing in a dynamic environment. On-Target Earnings are $225k - $275k with a Base Salary of $125k - $140k and uncapped commissions.

Requirements

• 4+ years in a quota-carrying, full-cycle sales role with a proven track record of exceeding goals, plus 2+ years managing Account Executives at a B2B SaaS company, preferably with mid-market or complex deals
• Demonstrated career growth through promotions, showing drive to work hard and learn quickly
• Strong coaching mindset with genuine passion for helping others grow and succeed
• Ability to quickly master AirGarage's business and the commercial real estate industry to empower Account Executives in connecting with target customers
• Growth mindset with adaptability to thrive in a fast-paced startup environment
• Determination and commitment to support team success by any means necessary
• Skill in developing repeatable sales processes by identifying effective tactics across your team
• Outstanding verbal and written communication abilities
• Data-driven, organized approach with proven success in improving performance through structured feedback
• Direct and effective communication style with both team members and leadership
• Proficiency with Excel for creating profit & loss analyses and financial comparisons to support Account Executives in the deal desk process
• Previous experience in early-stage startups where sales playbooks need development

Responsibilities

• Coach and support your team of Account Executives to exceed quarterly sales quotas through the full sales cycle—from prospecting and cold calling to conducting personalized demos, handling objections, and closing new customers
• Provide structured feedback, ongoing training, and real-time deal support to elevate Account Executive performance
• Analyze pipeline data, call recordings, email communications, and proposals to identify improvement opportunities and optimize deal flow
• Partner with the CEO and Account Executives to refine our sales playbook, focusing on qualification, discovery, demos, and closing strategies
• Recruit, onboard, and train new Account Executives to support team growth
• Collaborate across marketing, operations, and product teams to ensure customer feedback shapes our go-to-market strategy
• Define and track key sales metrics to drive data-informed decisions and performance improvements
• Master the parking and commercial real estate industry, along with our product offering, to effectively coach and support your Account Executive team
• Maintain expert-level proficiency in Salesforce CRM, ensuring pipelines and activities are consistently accurate and up-to-date
• Lead by example in creating a culture of excellence, curiosity, consultative selling, and accountability

Preferred Qualifications

• Experience working with or selling to real estate, property management, or similar traditional industries
• Previous experience as a startup's first sales manager, scaling a team from ~5 to 10+ Account Executives

Benefits

• On-Target Earnings for this role are $225k - $275k off of a Base Salary of $125k - $140k and the balance being earned through commissions
• Commissions are uncapped and paid out quarterly based on Quarter-to-Date attainment relative to your team’s quarterly quota