Regional Director, Mid-Market, SF

Factory is hiring a Regional Director, Mid-Market, SF in San Francisco, United States. Level rates it ; you can apply on Factory.

Level's read on this job

Level rates this role Works on AI ●●●○: the daily work is on AI products, without building the model.
The posting mentions Databricks, sales and b2b saas among its tools and skills.
Level classes it as a lead role.
Factory has 68 other open roles on Level.

AI in this role

Lead and scale a mid-market sales team selling autonomous software engineering AI platforms to enterprise engineering organizations.

Databricks

salesb2b-saasteam-leadershipenterprise-salesforecast

About Factory

Our mission is to create a world where software builds and improves itself.

We build the platform for self-improving software development, helping the world's largest enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T-Mobile run Factory to ship code, review PRs, run tests, and deploy continuously - getting smarter with every cycle.

In 2026, we raised $200M at a $5B valuation, bringing our total funding to over $400M. We are backed by world-class investors and operators including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake).

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 across the Americas, 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 is an in-office position (5 days/week) in San Francisco (walking distance to Caltrain)

How we rate this

Regional Director, Mid-Market, SF at Factory rates 65 out of 100 for how much of the daily work is AI. That makes it Works on AI (AI Level 3 of 4). The level is about AI in the job, not seniority.

Classification

Works on AI. The daily work is on AI products, without building the model.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.

Key facts

Regional Director, Mid-Market, SF is an open job at Factory.
Level rates this role AI Level 3 of 4: Works on AI.
The role is based in San Francisco, CA.
The job was posted on July 3, 2026.
Seniority: lead.
Applications are handled by Factory. Apply on Factory

Prepare for this job

Built from this posting and from similar jobs on Level.

Skills and AI tools this role asks for

SalesB2b SaasTeam LeadershipEnterprise SalesForecastDatabricks

Questions you could be asked

Tell me about a project where sales was part of your work. What did you do?
Tell me about a project where b2b saas was part of your work. What did you do?
Tell me about a project where team leadership was part of your work. What did you do?
Tell me about a project where enterprise sales was part of your work. What did you do?
Tell me about a project where forecast was part of your work. What did you do?

Adapt your resume

List these exact terms on your resume: Sales, B2b Saas, Team Leadership, Enterprise Sales, and Forecast. An applicant tracking system matches the wording, not the idea.
Attach one line of real, concrete experience to at least one of them. A tool named with nothing behind it rarely survives a human read.
Show where AI is part of your daily process, not a one-off project. This role expects it to be a running habit.

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