Director of Sales

Director of Sales - Mid-Market

CodeRabbit 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 Role

As 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 Do

Revenue Ownership

• Own a mid-market revenue number and deliver consistent, predictable growth
• Ensure healthy pipeline coverage and strong conversion across all stages
• Support deals through late-stage execution, pricing, and close
• Deliver accurate weekly, monthly, and quarterly forecasts
• Create new processes, sales motions, and programs to drive pipeline and bookings

Team Management

• Lead, coach, and develop a team of Mid-Market Account Executives
• Drive best practices in discovery, MEDDICC, and value-based selling
• Run 1:1s, pipeline reviews, deal reviews, and forecast calls
• Hire and ramp new AEs in partnership with Enablement

Process & Scale

• Standardize and improve the mid-market sales motion
• Partner with RevOps to optimize CRM hygiene, dashboards, and KPIs
• Collaborate with Marketing on lead quality, campaigns, and conversion
• Partner with Customer Success on handoffs, expansion signals, and renewals

Cross-Functional Impact

• Provide structured feedback to Product on roadmap gaps and buyer objections
• Surface competitive insights and positioning to GTM leadership
• Contribute to pricing, packaging, and territory strategy as we scale

What We're Looking For

Experience

• 5+ years of B2B SaaS sales experience, including 2+ years managing AEs
• Proven success selling to mid-market accounts (100–1,000 employees)
• Experience in Series A–C environments with defined but evolving processes
• Background selling technical, DevTools, or developer-adjacent products preferred

Skills

• Strong forecasting discipline and pipeline inspection skills
• Excellent sales coaching and deal strategy capabilities
• Comfort selling into technical buyers (Engineering, DevOps, Platform teams)
• Data-driven, systems-minded approach to sales management

Leadership Style

• High accountability, low ego
• Servant leader
• Hands on but not a micromanager
• Coach-first mindset with a bias toward action
• Able 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.