Job Description
GUAVA AI
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Sales Manager
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Los Angeles, CA | In Office
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Reports to: Chief Revenue Officer
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Location: In office, Downtown Los Angeles (DTLA)
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Type: Full-time
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Compensation: $120,000 – $165,000 + equity
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About Guava
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Guava is the voice platform built for regulated industries — the calls that have to be right. Trained on 10B+ live agent minutes and in regulated production since 2013, Guava gives enterprises a single, compliant system for every second of a call. We serve healthcare systems, banks, insurance carriers, BPOs, and tech-native companies that need voice infrastructure they can stake their business on.
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We are a fast-growing AI company with deep engineering roots — Stanford, MIT, NASA — and we are scaling the go-to-market team to match. As we add Account Executives, we need someone who can turn a group of individual sellers into a high-performing, quota-carrying team.
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The Opportunity
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Guava is looking for a Sales Manager to lead and grow our Account Executive team. You will manage a group of reps selling into our largest and most strategic accounts, and be responsible for the team hitting quota quarter over quarter through coaching, deal strategy, hiring, and disciplined pipeline management.
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This is a player-coach role in a fast-growing org: you will spend most of your time developing reps and reviewing deals, but you should be comfortable jumping into a live enterprise sales cycle when a deal needs it. Enterprise sales cycles at Guava are long and complex, spanning both technical and business buyers.
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What You'll Do
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Team Leadership & Coaching
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- Manage, coach, and develop a team of Account Executives selling into regulated enterprise accounts.
- Run weekly 1:1s, pipeline reviews, and deal strategy sessions to help reps progress and close deals.
- Set individual and team quotas, and hold the team accountable to them.
- Onboard and ramp new AEs, working closely with enablement resources and Solutions Engineering.
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Pipeline & Forecasting Oversight
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- Own team-level pipeline health and forecast accuracy; report status to sales leadership.
- Review and coach deal strategy on complex, multi-stakeholder enterprise opportunities.
- Ensure disciplined CRM hygiene and consistent deal documentation across the team.
- Identify pipeline gaps early and drive prospecting activity to fill them.
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Hiring & Team Building
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- Partner with recruiting to source, interview, and hire Account Executives as the team scales.
- Build and refine the sales playbook, onboarding process, and account assignment structure.
- Foster a competitive, collaborative team culture that reps want to be part of.
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Cross-Functional Partnership
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- Partner with Solutions Engineering and Forward Deploy Engineers to align on technical fit and proof-of-concept execution across the team's deals.
- Work with marketing to align lead flow and messaging with what's actually working in the field.
- Feed customer and market insights back to product and leadership to inform roadmap and positioning.
- Represent the sales team in leadership planning: quota-setting, compensation design, and territory strategy.
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What We're Looking For
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- 7+ years of B2B sales experience, including at least 2+ years directly managing a quota-carrying sales team.
- Track record of leading a team that consistently hits or exceeds quota, ideally in complex enterprise sales cycles.
- Experience selling or managing sales for technical or infrastructure products — API platforms, SaaS, AI/ML, or voice/communications technology preferred.
- Comfortable coaching reps who sell to both technical buyers (CTOs, engineering leaders) and business executives (CRO, COO, VP Ops).
- Strong forecasting discipline and CRM rigor — you can tell leadership exactly where the quarter stands and why.
- Experience hiring and ramping new sales talent.
- Excellent communicator and coach; you give direct, actionable feedback and reps get better because of it.
- Based in or willing to commute to Los Angeles; this is a full-time, hybrid role based in Los Angeles.
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Nice to Haves
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- Experience managing a sales team selling into BPOs, healthcare systems, banking/lending, or insurance carriers.
- Familiarity with compliance-driven buying processes (SOC 2, HITRUST, PCI, HIPAA).
- Experience at an early-stage or growth-stage startup building a sales org from the ground up.
- Prior experience as an individual-contributor Account Executive before moving into management.
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Why Guava
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- Build and lead the team selling a product with a decade of regulated production proof behind it — not a demo, a platform.
- Get in early on a category-defining AI company with real traction and real customers.
- Direct line to leadership and real influence over how the sales org is built.
- Work with a technical team that backs up every claim your reps make in front of a prospect.
- Competitive base, commission override on team performance, and equity.
- Full health, dental, vision; employer 401(k) match; flexible PTO.
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Guava is an equal opportunity employer. We welcome applicants of all backgrounds and are committed to building a diverse and inclusive team.