Founding Mid-Market Sales Manager, AirGarage
$225-275k
OTE
+ Equity & Commission
Parking management solution
Open for applications
Parking management solution
21-100 employees
Open for applications
$225-275k
OTE
+ Equity & Commission
21-100 employees
Company mission
To rethink the 30% of downtown city real estate dedicated to parking.
Role
Who you are
- 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
- 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
- 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
What the job involves
- 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
- 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
- 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
Our take
The parking industry has long adhered to traditional practices, relying on attendants and disparate payment and management systems. However, AirGarage is changing the landscape by providing software and management services to parking lot and garage owners. With its all-encompassing approach spanning from signage installation to payment handling and even parking enforcement.
One of AirGarage's key innovations is its revenue-sharing model, offering property owners a favorable 70-30 split and full transparency on earnings. This approach addresses the longstanding issue of parking managers reaping their share of revenue, leading property owners with just a fraction of the income generated by their spaces. With over 200 locations across 30 states under its management, AirGarage has become a pivotal player in reshaping the parking industry.
In 2021 the company closed its Series A funding round. That capital injection has gone towards expanding its software and services, catering not only to personal vehicle parking but also accommodating food trucks and cloud kitchens in need of parking and storage solutions. The future looks promising for AirGarage as it continues to modernize and streamline an industry ripe for technological transformation.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Unlimited PTO - Enjoy travel or just take some time off -- whatever you need to relax and recharge
- Health, Dental, & Vision - Choose the benefits and health plan that best suits you and your family, we’ll cover the cost
- 401k - Plan and invest in your future with a 401K account via our partner, Guideline
- Parental Leave - We offer 12 weeks of fully paid Parental Leave to all parents to bond with a newly born, adopted, or fostered child
- Equity - Become an owner and earn equity by joining us in the early days of the company
- Remote Weeks - Take a trip with the team to live and work side by side together for a week in an interesting destination near our parking properties
Company HQ
The Castro, San Francisco, CA
Leadership
Jonathon Barkl
(CEO & Co-Founder)Before co-founding AirGarage, they earned a Bachelor of Science Degree in Physics and Economics from Arizona State University. During their time at University, they held a role of Research Scholar at NASA.
Scott Fitsimones
(CTO & Co-Founder)Alongside co-founding AirGarage, they are also the Founder of CityDAO. Previously held Engineering Internships at Facebook and CERN.
Chelsea Border
(CDO & Co-Founder)Prior to co-founding AirGarage, they earned a Bachelor's Degree in Business Data Analytics from Arizona State University.
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