Director of Sales

Director of Sales - Mid-MarketCodeRabbit is the leading AI code review platform, trusted by more than 17,000 customers and 150,000 open-source projects, conducting over 2 million code reviews each week. We build the symbiotic partnership between developers and AI that makes shipping fast software safe again, reviewing every pull request, IDE change, and CLI commit so teams can move quickly without breaking things.We are a fast-moving, well-funded company, fresh off a $143M Series C at a $1.5B valuation — building Agentic Change Management, the control layer for software changes created by humans and agents. As AI writes more of the world's code, the bottleneck moves from implementation to judgment and helping human judgment scale is exactly the problem we exist to solve.The RoleAs Director of Sales - Mid-Market, 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 DoRevenue 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 bookingsTeam 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 EnablementProcess & 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 renewalsCross-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 scaleWhat We're Looking ForExperience5+ 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 preferredSkillsStrong 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 managementLeadership StyleHigh accountability, low egoServant leaderHands on but not a micromanagerCoach-first mindset with a bias toward actionAble to balance speed with rigorThis role is based in San Francisco. We are hybrid, we work 3 days a week in our San Francisco office.