Mid-Market Sales Leader

About the role

The Mid-Market Sales Leader will build and lead the team that drives Yoodli's fastest-growing segment. This is a pure leadership role where you won't carry an individual quota, instead focusing on making every rep on your team better, faster.

Responsibilities

• Recruit, develop, and retain top-performing Mid-Market Account Executives
• Coach reps on discovery, multi-threading, demo execution, and negotiation
• Run weekly 1:1s, deal reviews, and pipeline reviews with rigor
• Build a culture of accountability, curiosity, and continuous improvement, using Yoodli itself as a coaching tool
• Own the mid-market number, including pipeline generation, progression, and quota attainment
• Forecast accurately with clear visibility into coverage, stage health, and risk
• Apply MEDDIC, Challenger, or similar value-based methodologies as core principles guiding how the team qualifies, strategizes, and closes
• Drive consistent execution on mutual action plans, recaps, and next-step discipline
• Partner with Marketing on segment-specific plays, campaigns, and messaging
• Collaborate with Product and Customer Success to shape roadmap input and ensure clean handoffs
• Work with RevOps to refine systems, dashboards, and KPIs that scale with the segment
• Coordinate with SMB and Enterprise leaders to define segmentation, routing, and graduation criteria

Requirements

Must have 1-3 years of experience managing B2B SaaS Account Executives, with a track record of leading reps to consistent quota attainment. Must have spent meaningful time as a top-performing AE before moving into management. Should have led teams running mid-market or commercial deal cycles (typically 30-120 days, $25K-$200K ACV).

Qualifications

• Bring strong coaching instincts and know how to make reps better through repetition, feedback, and structure
• Forecast with discipline and inspect deals without micromanaging
• Implement or scale a sales methodology (e.g., MEDDIC, Challenger) on a team
• Operate well in fast-moving, early-stage environments where the playbook is still being written
• Care deeply about communication, learning, and the potential of AI to unlock human performance

Skills

• Strong leadership and coaching skills
• Ability to forecast and manage pipeline effectively
• Experience with MEDDIC, Challenger, or similar methodologies
• Effective cross-functional collaboration and partnership

Benefits

Competitive Compensation: On Target Earnings of $280,000 - $300,000 (50/50 commission to uncapped variable), plus meaningful early-stage equity.

Pay

$280,000 - $300,000 (50/50 commission to uncapped variable)

Schedule

Hybrid, working 3+ days a week in person at AI House in Seattle