Mid-Market Sales Manager

What You’ll Do

Revenue Ownership

• Own a mid-market revenue number and deliver consistent, predictable growth
• Ensure healthy pipeline coverage and strong conversion across all stages
• Support deals through late-stage execution, pricing, and close
• Deliver accurate weekly, monthly, and quarterly forecasts
• Create new processes, sales motions, and programs to drive pipeline and bookings

Team Management

• Lead, coach, and develop a team of Mid-Market Account Executives
• Drive best practices in discovery, MEDDICC, and value-based selling
• Run 1:1s, pipeline reviews, deal reviews, and forecast calls
• Hire and ramp new AEs in partnership with Enablement

Process & Scale

• Standardize and improve the mid-market sales motion
• Partner with RevOps to optimize CRM hygiene, dashboards, and KPIs
• Collaborate with Marketing on lead quality, campaigns, and conversion
• Partner with Customer Success on handoffs, expansion signals, and renewals

Cross-Functional Impact

• Provide structured feedback to Product on roadmap gaps and buyer objections
• Surface competitive insights and positioning to GTM leadership
• Contribute to pricing, packaging, and territory strategy as we scale

What We’re Looking For

Experience

• 5+ years of B2B SaaS sales experience, including 2+ years managing AEs
• Proven success selling to mid-market accounts (100–1,000 employees)
• Experience in Series A–C environments with defined but evolving processes
• Background selling technical, DevTools, or developer-adjacent products preferred

Skills

• Strong forecasting discipline and pipeline inspection skills
• Excellent sales coaching and deal strategy capabilities
• Comfort selling into technical buyers (Engineering, DevOps, Platform teams)
• Data-driven, systems-minded approach to sales management

Leadership Style

• High accountability, low ego
• Servant leader
• Hands on but not a micromanager
• Coach-first mindset with a bias toward action
• Able to balance speed with rigor