Manager, Mid-Market Sales.

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Manager, Mid-Market Sales based in the United States.

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.

Accountabilities

• 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:

            • 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.

            Benefits:

            • 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.