Mid-Market Sales Manager US | Remote Boston

What You’ll Be Doing

• Lead, coach, and develop a team of Mid-Market Account Executives to consistently close high 5-figure deals and progress 6-figure opportunities
• Partner closely with your fellow Mid-Market Sales Manager to align on strategy, operating rhythms, performance expectations, and coaching standards across the wider US team
• Drive deal strategy across complex sales cycles, from discovery through to close, including rigorous pipeline and forecast reviews
• Elevate the adoption of MEDDIC/MEDDPICC, ensuring strong qualification, clear next steps, and validation of both technical and business outcomes
• Help build a strategic selling culture focused on larger, multi-threaded, and value-led engagements
• Support AEs in navigating relationships across economic buyers, champions, and technical evaluators, removing blockers and maintaining deal momentum
• Segment and prioritise territories within the 100–2,500 employee band to uncover new business, expansion, and upsell opportunities
• Run high-quality deal reviews and QBRs that sharpen strategy, create meaningful coaching opportunities, and improve win rates and average selling price
• Hire, onboard, and develop additional Account Executives as the US Mid-Market organisation continues to scale
• Collaborate with Solution Engineering, Customer Success, Marketing, RevOps, and Product to align campaigns, refine messaging for technical buyers, and remove friction throughout the sales process
• Share insights and learnings across the Mid-Market leadership team, helping create a consistent and scalable approach while retaining clear ownership of your team

Requirements

Must-haves

• Proven sales leadership: 5+ years of management experience, with a track record of leading teams through complex, multi-threaded 6-figure deals
• Sales methodology expertise: Deep, practical knowledge of MEDDIC/MEDDPICC and experience coaching teams to apply it consistently
• Strategic deal management: Strong understanding of qualification, mutual action plans, champion development, and executive alignment
• Clear and motivating leadership: You provide direction, set high standards, and communicate effectively with both your team and senior stakeholders
• Coaching and talent development: You improve AE performance through structured coaching, observation, and actionable feedback
• Multi-stakeholder navigation: You can align technical and economic buyers, manage competing priorities, and keep complex opportunities moving
• Change leadership: You can raise expectations and help teams transition from smaller, transactional deals towards larger, more strategic engagements
• Collaborative leadership: You’re comfortable sharing ownership with a peer, aligning on common goals, and contributing to decisions that benefit the wider organisation
• Influence across the business: You can present data-driven insights, influence senior stakeholders, and help shape the direction of the Mid-Market segment

Nice-to-haves

• Technical sales fluency: Experience selling to technical teams such as DevOps, SecOps, or IT Ops and navigating technical evaluations
• Relevant market experience: Leadership experience within US Mid-Market or Enterprise SaaS
• Experience in a multi-team structure: Previous experience partnering with peer managers to create consistency across a growing sales organisation
• Entrepreneurial mindset: You bring new ideas, thoughtfully challenge assumptions, and continually look for ways to improve team performance