wrapbook - Manager, Mid-Market Film & TV Sales

• Lead, coach, and develop a team of Mid-Market AEs focused on Film & TV production companies across complex, multi-month deal cycles • Actively join rep calls — provide live coaching, model the sales motion, and debrief in real time; the AE drives the deal, you develop the rep through it • Own weekly 1-1s with each rep: deal strategy, skill development, pipeline review, and accountability to process • Build individual development plans for each AE grounded in observed skill gaps, not just quota performance • Drive forecast accuracy by owning the pipeline roll-up and enforcing stage hygiene standards • Partner with Marketing on ABM motion and account-based outreach strategies • Drive adoption of sales plays and process standards — translate frameworks into rep-level habits through repetition and accountability • Facilitate a structured deal review cadence: pre-call prep, deal strategy, and post-close debriefs • Collaborate with Product on customer feedback loops and PMF signals coming through the sales cycle • Partner with the Sr. Director of MMFTV Sales on org-level process improvements and strategic decisions • What you'll have: • Proven experience leading Mid-Market B2B SaaS sales teams through people development — not just quota management • You are a player-coach by nature: you want to be on calls and close to customers — not to run the deal, but to develop the rep through it and model what great looks like • Strong instincts for long, complex sales cycles — you understand how to coach reps through ambiguity, build multi-thread strategies, and identify what's stalling a deal before it slips • The ability to drive process change forward: you can take a framework, get rep buy-in, and turn it into consistent execution • Experience working cross-functionally with Marketing on ABM or account-based outreach motions • Comfort working with Product teams and surfacing customer and PMF signals from the field • A structured approach to coaching: you can diagnose what's actually wrong with a rep's performance, build a plan with support from enablement, and track whether it's working • Strong forecasting discipline — you know the difference between commit and best case and hold the team to that standard • Excellent communication and feedback skills — direct, constructive, and consistent • Willingness to travel for events and in-person client meetings, primarily in LA