Mid-Market Sales Manager

About the role

We're hiring a Mid-Market Sales Manager to lead a team of Account Executive (AE) sellers focusing on IT and ops buyers at 200–2,000 employee companies. The role involves building the team, defining the sales process, and driving performance.

Responsibilities

• Hire, onboard, and manage a team of Mid-Market AEs selling into IT and ops buyers at 200–2,000 employee companies
• Own the team's pipeline and quota: forecast accurately, drive deal velocity, and hold reps to a healthy coverage ratio
• Coach reps through deal reviews, live call shadowing, and regular 1:1s, sharpening discovery, demo, negotiation, and closing skills
• Partner with BDR leadership to ensure tight handoffs and a shared definition of a qualified opportunity
• Build and refine the mid-market sales process: stages, deal desk, discounting guidelines, and forecasting cadence
• Work cross-functionally with CS, marketing, and product to remove blockers and sharpen the mid-market story
• Jump into live deals when needed, coaching in real time and helping reps navigate tricky negotiations
• Report on pipeline health, quota attainment, and team performance to the VP of Sales, with clear recommendations on what to improve

Requirements

• 5–8 years in B2B SaaS sales, with at least 2 years managing a full-cycle AE team in a mid-market
• A track record of hitting or exceeding team quota, and building a team that performs consistently, not just one or two reps carrying the number
• Experience selling to IT buyers, ops leaders, or technical decision-makers in the 200–2,000 employee range
• Strong coaching instincts: you can diagnose why a rep is stuck and fix it, not just report the number
• Data-driven: comfortable with forecasting, pipeline math, and running a disciplined deal review cadence
• Strong written and verbal communication, and the judgment to know when to let a rep run a deal and when to step in
• Comfortable with ambiguity and early-stage environments: the playbook here is still being written and you'll help write it
• Familiarity with tools like Salesforce, Outreach or Apollo, and Gong

Qualifications

• Compensation Range: $325K - $350K