SA30M1 Manager Mid-Enterprise Accounts (Inside Sales)

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 119 years, has helped innovators mine, assess and apply that information to keep enterprises thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

Position Summary 

The Manager, Mid-Enterprise Accounts leads the team responsible for every commercial account at or below $50,000 in annual contract value. This is a single, unified book of business: one team runs upsell and expansion, and the renewals, quoting, and account administration that keep the existing book current. The manager owns the coverage model, the process, and the team's day-to-day performance. 

The team is fully virtual. Coverage begins with North America and the United Kingdom, where the manager owns direct upsell and renewal coverage outright. From there, the role builds and pilots a contract-facilitation model for the broader EMEA region, laying the groundwork for full EMEA coverage as the team scales. 

This is a first-line people-leadership role, not an individual-contributor sales role. The manager coaches and manages a small group of virtual sales representatives (3) and a generalist that own renewal and upsell motions in their region. This group is responsible for pricing, and quoting across the entire mid-enterprise book — four direct reports in total (three Virtual Sales Representatives and one Sales Specialist). The role carries budget responsibility for the team's tools and systems, and is classified as exempt under the Fair Labor Standards Act. Success is measured in reduced account load on the field, a lower cost-to-serve for this segment, and steady growth in average selling price and renewal rate within the existing book.

Position Responsibilities 

Team Leadership  

• Lead, coach, and performance-manage a fully virtual team: the Virtual Sales Representatives covering North America and the UK, and the Sales Specialist who runs renewals and quoting across the full book.  
• Hire and onboard into the team as it scales into broader EMEA, building a repeatable ramp process for a remote, metrics-driven sales role.  
• Set a high-velocity, high-volume performance culture appropriate to a low-touch segment, distinct from the relationship-led motion used in the field. 

Mid-Enterprise Coverage & Process 

• Own the coverage rule for the segment: commercial accounts at or below $50,000 ACV, with a clear, documented exception process for accounts that should stay with or return to the field.  
• Direct the Virtual Sales Representatives' renewal and upsell motion, including structured pricing on new orders to protect average selling price.  
• Build and maintain the tooling and automated prospecting/nurture workflows the team needs to run high account volume without adding headcount at the same rate as the accounts it covers. 

Regional Scope & Expansion  

• Own direct upsell and renewal coverage for North America and the United Kingdom from day one.  
• Design and pilot the contract-facilitation model for the rest of EMEA, in partnership with EMEA regional sales leadership, ahead of full coverage expansion.  
• Recommend sequencing and headcount as EMEA coverage builds out, based on account volume and complexity in each market. 

Performance & Reporting  

• Own the team's core metrics: upsell ACV, average selling price, renewal rate, and contracts under management.  
• Report team performance and account-load trends into Commercial Operations leadership on a regular cadence. 
• Track the segment's cost-to-serve and flag when volume or complexity requires additional headcount or tooling investment. 

 Cross-Functional Partnership  

• Partner with Regional Sales leadership so accounts move cleanly between mid-enterprise coverage and the field, with a clear rule for when a growing account graduates back to a Regional Sales rep.  
• Partner with the Technology & Data Foundation team on the CRM and automation this team depends on to run at volume. 
• Partner with Commercial Enablement on onboarding and AI-enabled workflows suited to a virtual, high-volume sales motion. 

Explicitly Out of Scope  

• Strategic and key/named accounts above the $50,000 ACV threshold remain with Regional Sales (Americas, EMEA, APAC) and Strategic Accounts. This role does not take ownership of those relationships.  
• Pricing strategy at the enterprise or strategic-account level sits outside this role; this team executes structured, pre-set pricing on its own book. 
• New-logo acquisition for the mid-enterprise segment is not part of this role today; the Virtual Sales Representatives focus on retaining, upselling and expansion within the existing book. New-logo intake could move into this role in the future as the segment matures, but it is not a current requirement. 

 Background Experience 

Suitable candidate background includes:  

•  Bachelor's degree (four-year) required; formal business training, such as an MBA or equivalent, is a plus. 
• 2+ years directly managing a virtual or remote sales team, ideally in an inside-sales, renewals, or high-volume/lower-ACV coverage model.
• Experience running a team accountable for both upsell/expansion motions and renewals/quoting within a single book of business.
• Track record building structured, repeatable sales process, pricing discipline, quoting cadence, and CRM hygiene, across a distributed team.
• Comfort operating in a fully remote, metrics-driven leadership model, with strong command of CRM and sales-ops tooling (Salesforce.com preferred). 
• Experience or demonstrated ability to scale coverage into international markets (UK/EMEA) is a plus.
• Travel is expected to be less than 15%, consistent with a fully virtual, remote-management coverage model. 

CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Disabled/Veteran.