Manager, Account Executives (MidMarket)

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?

• 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.

• 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.

• 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.

• 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.

• 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.