Director Sales - Mid Market
About the role
The Director, Mid-Market Sales leads a high-performing team responsible for new logo acquisition and expansion across the US Mid-Market segment. This leader will set the segment strategy, hire and develop front-line managers and account executives, operationalize a data-driven sales motion, and consistently deliver bookings and revenue targets.
- Define Mid-Market coverage model (territories, vertical focus, partner/alliance motion) and annual GTM plan.
- Establish operating cadence (forecast, pipeline, deal reviews, win/loss) with a focus on predictable bookings, seller productivity, and cycle-time reduction.
- Hire, onboard, and develop front-line sales managers and account executives; set clear expectations and coach to behaviors and outcomes.
- Build a performance culture grounded in FA values (Authenticity, Curiosity, Integrity, Teamwork, Customer-Inspired).
- Attract and retain diverse, top-tier sales talent; succession plan for critical roles.
- Own segment forecast; drive discipline in qualification, stage progression, and risk mitigation.
- Partner with Marketing on demand creation and with SDR/BDR leadership on prospecting effectiveness to ensure healthy, segment-right pipeline coverage.
- Guide managers on coaching big bets, negotiation strategy, and executive alignment; personally engage on top strategic opportunities.
- Work with RevOps to refine territories, quotas, comp levers, and dashboards; ensure data quality and actionable insights.
- Partner with CS and Implementation to ensure seamless handoffs and measurable customer outcomes.
- Provide structured feedback loops to Product and Pricing for Mid-Market needs.
- Ensure adherence to pricing, discounting, contracting, and approval policies; model ethical selling.
- Manage to budget; optimize headcount and investment for ROI.
Qualifications
- 10+ years of B2B sales experience with 5+ years leading managers and/or multi-region seller teams in SaaS, data, or technology-enabled services.
- Demonstrated success building and scaling Mid-Market motions: territory design, quota setting, pipeline generation, forecast accuracy, and consistent over-achievement to plan.
- Proven ability to recruit, develop, and retain high-performing sales talent; track record of elevating managers and creating repeatable coaching frameworks.
- Expert command of value-based/solution selling and C-suite executive engagement; strong negotiation and deal-structuring skills.
Benefits
Additional Benefits Offered To Our Eligible People Include:
- Ability to work remotely with occasional business travel.
- Medical, Vision, Dental, and supplementary benefit plans.
- 401(k) with an employer match, and an Employee Stock Purchase Plan (ESPP).
- Competitive and flexible Paid Time Off (PTO) and 9 paid company holidays.
- Access to tech and growth opportunities, and leaders who want you to succeed!
Pay
The salary range for this position is approximately $100-120k base annually. This range reflects our good faith estimate to pay fairly as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate's experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process.
Schedule
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Equal Employment Opportunity
First Advantage is an equal opportunity employer. We are committed to providing a workplace and recruitment process that is free from unlawful discrimination, harassment, and retaliation. Employment decisions at First Advantage are based solely on qualifications, merit, and business needs. We do not discriminate in any aspect of employment on the basis of race, color, national origin, ancestry, citizenship, religion, creed, sex, gender identity, gender expression, sexual orientation, marital or family status, pregnancy, age, physical or mental disability, medical condition, genetic information, veteran or military status, or any other characteristic protected by applicable law.