Mid-Market Sales Manager
Manage and scale a mid-market sales team selling AI agents for autonomous enterprise operations to IT/ops buyers at 200-2000 employee companies. Hire, coach, own quota, build processes, and forecast in an early-stage high-growth environment.
About the job
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 SDR 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.
- Track record of hitting or exceeding team quota, and building a team that performs consistently.
- Experience selling to IT buyers, ops leaders, or technical decision-makers in the 200–2,000 employee range.
- Strong coaching instincts: diagnose why a rep is stuck and fix it.
- 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.
- Familiarity with tools like Salesforce, Outreach or Apollo, and Gong.
Nice-to-Haves
- Experience in early-stage, high-growth SaaS environments.
Compensation and Benefits
- Competitive compensation: $325,000 - $350,000 total.
- Comprehensive health, dental, and vision insurance.
- Unlimited PTO.
- 401(k).
- Equity.
- Meals provided daily in office.
Skills
Salesforce, Outreach, Apollo, Gong, B2B SaaS Sales, Sales Forecasting, Pipeline Management, Deal Coaching
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