Mid-Market Sales Manager

Responsibilities

Build a High-Performance Team

• Hire Account Executives who can run complex, multi-stakeholder deals and raise the bar with every addition to the team.
• Develop a culture of ownership, accountability, continuous learning, and high standards.
• Identify future top performers early and create development plans that accelerate their growth.

Co-Sell on Complex Deals

• Sell alongside the team in discovery, business case development, and negotiation on important pursuits.
• Engage senior stakeholders, including owners, operations, and finance, and help the team multi-thread rather than sell to a single champion.
• Apply commercial judgment to pricing, deal structure, and competitive displacement.
• Advance deals while developing Account Executives' ability to run future opportunities independently.

Coach Through Data and Business Intelligence

• Lead through rigorous pipeline inspection, forecasting, and performance diagnostics.
• Use leading indicators to identify performance gaps early and coach representatives toward sustainable improvement.
• Turn data into action by identifying trends, diagnosing root causes, and driving measurable improvements.
• Forecast accurately on long-cycle deals through disciplined stage integrity.

Drive Operational Excellence

• Establish predictable operating rhythms around forecasting, pipeline management, and business reviews.
• Build disciplined execution that creates consistent, repeatable revenue outcomes.
• Improve sales processes, simplify execution, and eliminate friction.
• Build repeatable plays for winning the segment, including implementation and expansion.

Lead Through Influence

• Partner with Sales Leadership, Marketing, Enablement, Operations, Partnerships, and Product to improve the customer journey and strengthen commercial execution.
• Use customer insights and field intelligence to shape strategy and influence product evolution.
• Lead through change while maintaining high performance.

Requirements

• 6+ years of experience as a sales manager, including experience leading teams selling into complex, multi-stakeholder accounts with sales cycles measured in months.
• Experience hiring, ramping, and retaining Account Executives who can run considered, competitive deals.
• Experience developing strong performers into people who win larger and more complex deals.
• Proven ability to collaborate across teams and inspire change.
• Leadership and coaching experience, with a desire to help others perform at their best.
• Expertise in creating structure around sales metrics and managing yourself and others to achieve them, including forecast accuracy on long-cycle deals.
• Ability to refine decision-making and consider the downstream and upstream effects of potential decisions.

Compensation and Benefits

• Remote work.
• Medical insurance.
• Flexible time off.
• Retirement savings plans.
• Modern family planning benefits.