Manager, Enterprise Sales

About Reducto

Reducto is the agentic document platform for leading AI teams who demand enterprise performance  provide a comprehensive toolkit for working with documents the way a human would, combining custom in-house and leading frontier models to power efficient and accurate document workflows.

We’ve grown rapidly, increasing revenue 8x year over year and partnering with hundreds of companies, from leading AI teams like Harvey, Vanta, and Scale, to enterprise customers across FAANG and top trading firms.

Reducto has raised over $100M from world-class investors including a16z, Benchmark, and First Round Capital, and are hiring a Founding Enterprise Front-Line Manager to build and lead the team responsible for Reducto’s most strategic customer relationships. This is a pivotal hire that will shape how we sell to the world’s most complex organizations and unlock our next phase of growth.

In this role you will lead and develop a team of Enterprise Account Executives, and define the sales motion, playbook, and culture that powers Reducto’s upmarket expansion. You will work directly with the founding team, influence product direction, and help build the GTM foundation from the ground up.

We would love to meet you if you possess the following:

• Leadership: You have a proven track record of building, coaching, and scaling high-performing enterprise sales teams. You develop talent methodically — through joint selling, call reviews, pipeline coaching, and structured career paths — and have a history of promoting reps into senior roles.

• Enterprise Sales
  
  Experience:
  
  You have 6–10+ years of enterprise B2B SaaS experience, including at least 2–4 years in a management or player/coach capacity. You have personally closed or managed deals with $100K+ ACV, navigated multi-threaded stakeholder environments, and run long, complex sales cycles from discovery through procurement.

• Builder Mentality: You are energized by ambiguity. You don’t need a playbook handed to you — you build the playbook. You’ve stood up enterprise motions from near-zero at a high-growth startup and know how to create structure without bureaucracy.

• Technical Acumen: You can hold your own in a conversation with a VP of Engineering, Head of AI, or enterprise architect. You understand API-based products, the AI/ML infrastructure landscape, and how technical teams evaluate and procure developer tooling. You can translate complex capabilities into business value for both technical and executive buyers.

• Forecasting & Pipeline Rigor: You run tight forecasting processes. You use data to diagnose risk, coach reps, and communicate clearly to leadership. You are comfortable with MEDDPICC or equivalent qualification frameworks and enforce them consistently.

• Cross-Functional Partnership: You partner fluidly with Product, Marketing, Rev Ops, and Customer Success. You translate field insights into product feedback, align on ICP with marketing, and ensure seamless handoffs post-close. You are a builder of systems, not just relationships.

The core work will include:

• Lead, coach, and develop a team of Enterprise Account Executives focused on complex, multi-stakeholder sales cycles with $100K–$1M+ ACV targets

• Define and implement Reducto’s enterprise sales motion — including qualification methodology, discovery frameworks, mutual action plans, and executive engagement strategies

• Build and refine the enterprise sales playbook, including competitive positioning, objection handling, and champion development strategies

• Establish forecasting practices, pipeline review cadences, and CRM hygiene standards for the enterprise segment

• Partner with Rev Ops to design territory models, account segmentation, quota structures, and performance reporting

• Collaborate with Marketing on enterprise demand generation, ABM programs, and field event strategy

• Partner with Product to surface enterprise requirements, influence the roadmap, and ensure our solution addresses the most critical customer pain points

• Hire, onboard, and ramp a world-class team of Enterprise AEs as we scale

• Act as a thought partner to GTM leadership on enterprise strategy, pricing, and go-to-market motion

Bonus points if you:

• Have…