Manager, Mid-Market Sales

United StatesRemoteFull-timemid

Other

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Quick Summary

Requirements Summary

Help Account Executives convert inbound opportunities into new business. Identify expansion opportunities within existing accounts, including renewals, upgrades, and cross-selling.

Technical Tools

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This is an exciting opportunity for a sales leader to manage and develop a team of Account Executives responsible for driving mid-market revenue growth. In this remote leadership role, you will oversee both inbound new business acquisition and existing customer expansion, with a strong emphasis on renewals, upgrades, and cross-selling. You will combine hands-on sales expertise with structured coaching to strengthen seller performance, build a healthy pipeline, and deliver predictable results. Working closely with senior sales leadership and cross-functional teams, you will help shape territory strategies and improve go-to-market execution. Your impact will be measured through revenue performance, forecasting accuracy, pipeline health, and the professional growth of your team.

Sales Team Leadership & Development:
- Lead, coach, and develop a team of Account Executives responsible for inbound new business and existing customer expansion.
- Establish structured training, call reviews, and individual development plans while maintaining consistent pipeline management.
- Coach sellers on discovery, business case development, negotiation, and closing techniques.
- Provide direct, actionable feedback, recognize strong performance, and address capability gaps through clear expectations.
- Revenue Performance & Forecasting:
  - Own team revenue targets across new business acquisition and customer expansion.
  - Deliver accurate, reliable forecasts grounded in customer evidence, disciplined qualification, and realistic close plans.
  - Identify risks and potential gaps early, implementing corrective actions to maintain performance.
  - Monitor sales execution and ensure consistent progress toward quarterly and annual objectives.
  - Pipeline Generation & Business Growth:
    - Help Account Executives convert inbound opportunities into new business.
    - Identify expansion opportunities within existing accounts, including renewals, upgrades, and cross-selling.
    - Strengthen qualified pipeline generation through disciplined outbound prospecting.
    - Develop territory strategies that balance new customer acquisition with long-term account growth.
    - Strategic Deal Support & Closing:
      - Work directly alongside Account Executives on high-value opportunities and strategic accounts.
      - Apply personal sales expertise to influence complex deals, build executive alignment, and navigate negotiations.
      - Support sellers in connecting platform capabilities to customer priorities and business outcomes.
      - Use sound sales judgment to overcome objections and improve closing effectiveness.
      - Recruitment & Performance Management:
        
        Recruit talented Account Executives and support their onboarding and ramp-up.
        
        Establish clear performance expectations and maintain high standards across the team.
        
        Foster a culture of accountability, continuous learning, and strong sales execution.
        
        Cross-Functional Collaboration & Operational Improvement:
        
        Partner with Marketing, Customer Success, Revenue Operations, and Product teams to improve territory planning and sales processes.
        
        Identify operational friction and collaborate on solutions that improve sales effectiveness.
        
        Bring customer insights and market feedback into internal business discussions.
        
        Contribute to the ongoing development of the mid-market sales strategy.

Requirements

~2 min read

Professional Experience: At least 5 years of B2B sales experience, including a successful track record selling SaaS solutions to mid-market customers.
People Management: At least 2 years of experience leading quota-carrying sales professionals.
Sales Leadership: Demonstrated ability to deliver team revenue results and improve seller performance through structured training, coaching, and direct feedback.
New Business & Expansion: Experience managing both inbound new business acquisition and existing customer expansion, including renewals, upgrades, and cross-selling.
Forecasting & Pipeline Management: Proven ability to maintain healthy pipelines, accurately forecast revenue, qualify opportunities, and develop realistic closing plans.
Personal Sales Performance: Strong individual closing record and sales judgment, with the ability to guide Account Executives through complex opportunities and influence customer outcomes.
Strategic Deal Management: Experience supporting high-value opportunities, building executive relationships, and navigating negotiations.
Coaching & Development: Ability to balance hands-on deal involvement and daily pipeline management with dedicated time for training, mentoring, and individual development.
Leadership & Communication: Strong interpersonal and communication skills, combined with the ability to establish high standards while motivating and developing team members.
Cross-Functional Collaboration: Ability to work effectively with Marketing, Customer Success, Revenue Operations, Product, and senior sales leadership.
Industry Knowledge: Experience in digital experience analytics or adjacent software categories is valuable. Curiosity and the ability to learn new markets are important.
Adaptability & Prioritization: Strong organizational skills and the ability to manage competing priorities in a dynamic, performance-driven environment.

What We Offer

~2 min read

✓Competitive Compensation: Annual on-target earnings (OTE) of $250,000–$300,000, comprising a base salary of $125,000–$150,000 plus commission.

✓Equity Participation: Stock options for every full-time employee, providing an opportunity to share in the organization's success.

✓Remote Work Flexibility: Remote and hybrid work policies, with location-dependent arrangements.

✓Paid Time Off: Generous paid time-off policy, varying by location.

✓Lifestyle Allowance: Financial support through a lifestyle allowance.

✓Professional Development: Career development opportunities, mentorship, and virtual onboarding.

✓Team Engagement: Hackathons, social events, and opportunities to connect with colleagues across global offices, both virtually and in person.

✓Employee Communities: Employee Resource Groups that provide inclusive spaces for connection, support, and advocacy.

✓Workplace Culture: Local Culture Crews organize activities and events to encourage collaboration and team connection.

✓Community Involvement: Opportunities to participate in philanthropic activities.

✓Location-Based Benefits: Additional benefits tailored to the employee's country and location.

Location & Eligibility

Where is the job

United States

Remote within one country

Who can apply

About this job

Pay per year: $250,000–$300,000 a year; 303% above the $68,250 median for Other jobs on Jobera (139,551 salaries).
Who can apply: United States
Posted: 3 days ago
Employer: has 5,413 open jobs on Jobera in 42 countries.