Sales Manager, Mid Market Expansion

This is a sales leadership role focused on driving expansion revenue across an established mid-market customer base in the United States.

About the role

You’ll lead and develop a team of Account Executives responsible for identifying and closing new product opportunities within existing accounts. The role is highly proactive, with a strong emphasis on outbound pipeline generation, strategic prospecting, and executive relationship building. You’ll coach sellers through complex, multi-stakeholder buying processes and help them uncover opportunities beyond their existing champions. Success will depend on disciplined forecasting, rigorous pipeline management, and the ability to turn expansion selling into a repeatable growth engine. You’ll work cross-functionally with Customer Success, Product Marketing, RevOps, Enablement, and Product in a fast-growing, remote environment.

Responsibilities

• Lead, coach, and develop a team of Account Executives responsible for expanding revenue within existing mid-market customer accounts.
• Establish clear sales expectations, coaching practices, and development programs that enable consistent individual and team performance.
• Drive accurate forecasting, disciplined pipeline management, and rigorous deal inspection across the team's portfolio.
• Coach Account Executives through complex, multi-stakeholder sales cycles, helping them build relationships with senior decision-makers and broader buying groups.
• Develop strategic account plans that identify expansion opportunities and introduce additional products and capabilities to new buyers within existing customers.
• Maintain a strong outbound-oriented sales culture, supporting proactive prospecting and opportunity creation rather than relying primarily on inbound demand.
• Get directly involved in strategic deals and customer opportunities, providing hands-on guidance at critical stages of the sales cycle.
• Partner with Customer Success, Product Marketing, Revenue Operations, Enablement, and Product teams to improve customer outcomes and accelerate expansion revenue.
• Establish scalable processes and best practices that make mid-market expansion a repeatable, high-performing sales motion.

Requirements

• 2+ years of experience managing Account Executives, ideally within a high-growth technology or startup environment.
• Demonstrated experience leading teams that successfully expand revenue within existing customer accounts through new product or platform sales, rather than focusing primarily on renewals.
• Experience managing sales teams targeting organizations with approximately 1,000–5,000 employees.
• Strong track record coaching Account Executives through complex, multi-stakeholder sales cycles and helping them navigate buying groups beyond a single champion.
• Proven understanding of outbound-led expansion selling, strategic prospecting, pipeline generation, and new opportunity creation within existing accounts.
• Strong forecasting, pipeline management, and deal inspection skills, with the ability to establish sales rigor without creating unnecessary friction for the team.
• Excellent coaching, leadership, communication, and relationship-building skills.
• Ability to operate strategically while remaining hands-on in important deals and customer situations.
• Comfortable collaborating across sales, customer success, marketing, operations, enablement, and product functions.
• Strong analytical and commercial judgment, with a focus on measurable revenue growth and repeatable sales processes.
• Self-motivated and effective in a fully remote working environment.
• Must be based in the United States.

Benefits

• Compensation: $200,000–$280,000 total compensation range, with final compensation varying based on location, experience, and scope.
• Equity participation for full-time employees.
• Performance-based commission opportunity.
• Fully remote position open to candidates across the United States.
• Health, dental, and vision insurance for employees and dependents.
• Flexible PTO and company holidays.
• 401(k) plan.
• Paid parental leave.
• Home office stipend.
• Commuter assistance for eligible employees.
• Daily catered lunch for employees working from the San Francisco office.
• Opportunity to lead a growing sales team and help establish a scalable mid-market expansion function.
• Commitment to creating a supportive and empowering environment for employees from diverse backgrounds.