Director of Sales Mid Market

About the role

The Director of Sales – Mid-Market will lead new customer acquisition for Zenoti's fastest-growing segment, focusing on businesses with up to 20 locations. This role involves managing and developing a team of 6–8 Account Executives to expand Zenoti’s footprint.

Responsibilities

• Own mid-market new ARR
• Drive predictable pipeline generation, progression, and close rates
• Maintain strong forecast accuracy and proactive risk management
• Lead and Develop a High-Performance Sales Team
• Recruit, onboard, coach, and retain top mid-market SaaS sales talent
• Build a culture of accountability, coaching, and continuous improvement
• Execute Challenger sales methodology and value-led selling
• Coach reps to sell on ROI, outcomes, and long-term value, not features or price
• Inspect deals for quality, customer fit, and executive alignment
• Drive Sales Operating Excellence
• Partner with Revenue Operations to ensure clean CRM hygiene, accurate reporting, and strong pipeline visibility
• Lead weekly pipeline reviews, forecast calls, and quarterly performance reviews
• Use data to identify coaching needs, execution gaps, and scalable best practices

Qualifications

• 7+ years of SaaS sales leadership experience, with a proven track record of building and leading teams that deliver sustained net new ARR growth
• Data-driven leader with a strong command of pipeline math, forecasting, and performance metrics
• Track record of hiring, coaching, and developing high-performing sales teams
• Executive presence and strong communication skills with both customers and internal leaders