Mid-Market Sales Manager

About AirGarage

AirGarage is repurposing the 30% of real estate in the average American city currently dedicated to parking.

We are building a future where real estate is digitized and can be transitioned from one use to another seamlessly on-demand, moving every piece of urban real estate toward its highest and best use.

We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types.

As a full-stack parking operator, we automate the operation of parking lots and parking garages. We handle everything from advertising to collecting payments from drivers and enforcing against illegal parking. We already operate 300+ parking lots and parking garages across 38 US states and we are growing quickly.

We are backed by top tier investors including Andreessen Horowitz, Floodgate, Founders Fund, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more.
Want to learn more about AirGarage and the problem we're tackling?
Check out these podcasts:
https://www.youtube.com/watch?v=AU0NkDK51E4
https://youtu.be/_8aM6NQHYiE?si=p5WIujBWUA1sG-b7

THE ROLE 👩🏾‍💻

We are seeking an experienced Sales Manager who is excited about leading a team of Account Executives to drive new business at a fast-growing startup. You'll work with our superior product in an industry that has been slow to innovate, while helping build and scale our Account Executive team to support our rapid growth.

As the first Manager of the Account Executive team, you'll oversee 5 people initially, with plans to add 2-3 more team members soon. You'll take over directly from the CEO, who will work closely with you during the transition and continue to provide support.

You'll need to be a fast learner with strong management, sales, and interpersonal skills. Your role involves coaching and elevating a team of Account Executives who handle detailed real estate discussions while effectively communicating complex technical product features to non-technical buyers.

Success in this role requires quickly understanding various buyer journeys—from fast-moving, single-stakeholder deals to complex multi-party sales with national commercial real estate firms. Working with the CEO and Account Executives, you'll help systematize our sales process into a formal playbook for coaching and training.

The ideal candidate has a proven track record of success selling to traditional businesses (not just tech companies), has been promoted to lead a team of Account Executives, and has experience managing in an environment where the playbook was still being defined.

We're growing quickly and investing heavily in scaling our sales team. Your mission will be to evaluate our current sales process—identifying what works and what doesn't—and help define our future playbook for success.

SALES COMPENSATION 💰

• 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.

WHO YOU ARE 🦚

• You have a deep understanding of customers and are driven to help your team win deals. Beyond just making money, you see sales as a way to help customers achieve their goals while creating positive outcomes for everyone involved—the customer, yourself, your team, and the business.

• You thrive on your team's successes and are committed to supporting them in every way possible to exceed their quotas.

• You have proven success selling at fast-growing, early-stage startups with mid-length sales cycles (60–90 days), even without established playbooks.

• You're passionate about mastering product knowledge to empower your team. This enables them to confidently address any customer question—no matter how complex—while explaining solutions in clear, relatable terms.

• You consistently apply proven sales methodologies when coaching your team, ensuring they follow a strong process that maximizes their chances of winning deals.

• You're eager to advance company goals by hiring, training, and coaching Account Executives, drawing from your deep understanding of successful deal-making.

WHAT YOU WILL DO 👷‍♀️

• 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.

WHAT YOU NEED 👩🏼‍🎓

• 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.

• Nice to have: Experience working with or selling to real estate, property management, or similar traditional industries.

• Nice to have: Previous experience as a startup's first sales manager, scaling a team from ~5 to 10+ Account Executives.

THE UPSIDE 📈

• 📈 Equity: Have a stake in the business that you’re helping to build and grow.

• 🌴 Work remotely: Live and work wherever you like! We believe in folks working where they are happiest and most productive. We currently hire teammates that are located anywhere within North America.

• 🏥 Health insurance: We offer health insurance and currently cover 85% of the cost of medical plans for the primary employee and 50% of the cost of plans for dependents.

• 💻 Home office setup: Get a laptop + additional equipment needed to set you up for success.

• ⛺ Time to recharge: We have an unlimited PTO policy with a minimum requirement of 10 days per year.

• 🤑 401k: Make financial planning right for you with a 401k retirement savings program.

• ✈️ Team Off-sites: ~2 times per year our team comes together for a full week in places like Tahoe, Puerto Vallarta, San Diego, and Austin.

• 📚 BookGarage: Our team loves to learn and grow together so join us for our optional recurring book club.

• 🪴Room to grow:  Our team will be orders of magnitude larger within a few years, as a part of our foundational team you'll have opportunities to grow with us.

• 🏙️ Transform our cities: The opportunity to change the way that the world thinks about real estate use in our cities.

• 👐 Work with a diverse team: At AirGarage, we've always been committed to building a thriving team that represents the communities we serve. Our team is currently 40% female and 30%+ from underrepresented communities.

We understand that there's no such thing as a 'perfect' candidate. We're looking for someone passionate, with grit and determination, who is excited to face the challenges of a rapidly growing startup. AirGarage is the type of company where you can grow exponentially, and we encourage you to apply to us even if you don't 100% match the candidate description.

AirGarage is an Equal Opportunity Employer.  We celebrate diversity and are committed to creating an inclusive environment for all employees.  Candidates and employees are always evaluated based on merit, qualifications, and performance.  We will never discriminate on the basis of race, color, gender, national origin, ethnicity, veteran status, disability status, age, sexual orientation, gender identity, martial status, mental or physical disability, or any other legally protected status.