Manager, Account Executives (MidMarket)
Leads a team of mid-market Account Executives driving new business revenue in North America, focusing on sales strategy, team performance, and growth with AI product Fin. Requires 5+ years quota-carrying sales and 3+ years management experience.
About the job
What's the opportunity?
The role will lead a team of Account Executives primarily responsible for new business revenue in the North America Region. This person will be responsible for segment strategy and planning, building, and running a high performing team. Goals are focused on accelerating logo and revenue growth with a concentration on Fin.
We are looking for a highly effective leader who excels at attracting and developing talent, inspiring others, and working cross-functionally to build efficient and customer-centric sales processes.
What will I be doing?
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Sales Strategy Execution:
- Work with senior leadership to define and implement effective sales strategies for the North American mid-market segment.
- Oversee the development of sales plans and tactics that align with company goals and regional market dynamics.
- Monitor the pipeline of opportunities to ensure timely and effective follow-ups, deal closures, and revenue growth.
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Performance Management:
- Set clear performance expectations and key performance indicators (KPIs) for the Account Executive team.
- Track individual and team performance using CRM tools and reporting dashboards.
- Analyze sales metrics and provide insights to optimize processes, identify trends, and forecast revenue.
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Cross-Functional Collaboration:
- Partner with marketing, product, and customer success teams to develop tailored go-to-market strategies and ensure seamless customer experiences.
- Work closely with senior leadership to ensure alignment on goals, budgets, and resource allocation.
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Customer Focus:
- Maintain a strong understanding of customer needs and market trends to support the team in closing deals.
- Ensure customers are handed off to the Relationship Management team thoughtfully and carefully, always keeping the customer experience top of mind.
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Reporting & Analytics:
- Regularly report on team performance, sales pipeline, and market conditions to senior management.
- Provide data-driven recommendations to improve sales performance and achieve growth targets.
What skills do I need?
- 5+ years in a quota carrying new business IC role with proven success
- Experience working on complex and strategic deals (involving procurement, legal, security)
- 3+ years management experience
- Previous experience building and executing on outbound sales motions
- Exemplary new business sales experience, experience with Command of the Message and MEDDPICC a plus
- Strong understanding of forecasting principles and the ability to forecast revenue and revenue trends accurately
- Proven experience–and passion for–teaching and developing top talent
- Experience developing GTM strategy, building, and executing operational plans
- A builder of businesses, with the ability to attract and develop the best talent in the industry
- Excellent communication skills across a variety of mediums (written, verbal, presentation, and interpersonal)
- Adaptive, with the ability to balance short term and long term priorities
Benefits
- Competitive salary and meaningful equity
- Comprehensive medical, dental, and vision coverage
- Regular compensation reviews - great work is rewarded!
- Flexible paid time off policy
- Paid Parental Leave Program
- 401k plan & match
- In-office bicycle storage
- Fun events for Intercomrades, friends, and family!
The OTE range for this role is targeted at $228,000 - $349,375 for the San Francisco Bay Area.
Skills
CRM, Sales Forecasting, MEDDPICC, Outbound Sales, Go-to-Market Strategy, Sales Operations
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