Director of Sales - Mid-Market

About CodeRabbit

CodeRabbit is the governance and control layer for agentic software development, helping engineering teams trust the code they ship. AI can generate code faster than people can review and understand it. Teams still need to know whether each change solves the right problem, fits their architecture, and is safe to ship.

We provide independent validation grounded in codebase context and team standards, giving people the evidence they need to judge what should ship. Across Review, Triage, Explain, and Secure, our platform challenges changes before merge, prioritizes pull requests by value, impact, and risk, explains what changed and why it matters, and monitors the codebase for security vulnerabilities after merge.

CodeRabbit serves nearly 20,000 customers and supports approximately 300,000 open-source repositories, performing over 2 million code reviews each week. Our $143M Series C, raised at a $1.5B valuation, supports further product development and international expansion.

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.