Mid-Market Sales Manager
$325,000–$350,000 year
On-siteSan Francisco, California, United States
Job Summary
Hire, onboard, and manage a team of AEs selling into IT and ops buyers at 200–2,000 employee companies. Own the team's pipeline and quota by forecasting accurately, driving deal velocity, and maintaining healthy coverage ratios. Coach reps through deal reviews, live call shadowing, and regular 1:1s to sharpen discovery, demo, negotiation, and closing skills. Build and refine the mid-market sales process, including stages, deal desk, discounting guidelines, and forecasting cadence. Partner with SDR leadership to ensure tight handoffs and a shared definition of a qualified opportunity. Work cross-functionally with CS, marketing, and product to remove blockers and sharpen the mid-market story. Jump into live deals when needed, coaching in real time and helping reps navigate tricky negotiations. Report on pipeline health, quota attainment, and team performance to the VP of Sales with clear recommendations.
Required Qualifications
- 5–8 years in B2B SaaS sales
- at least 2 years managing a full-cycle AE team in a mid-market
- A track record of hitting or exceeding team quota
- Experience selling to IT buyers, ops leaders, or technical decision-makers in the 200–2,000 employee range
- Strong coaching instincts
- Data-driven: comfortable with forecasting, pipeline math, and running a disciplined deal review cadence
- Strong written and verbal communication
- Familiarity with tools like Salesforce, Outreach or Apollo, and Gong
Desired Qualifications
- Comfortable with ambiguity and early-stage environments
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