7+ years of experience in SaaS or technology sales, particularly with Mid-Market AE teams.
Proven track record of exceeding revenue targets in a Mid-Market or fast-paced sales environment.
Strong understanding of sales metrics and funnel optimization processes.
Experience selling technical solutions, particularly in AI or API contexts, to senior stakeholders.
Excellent communication and influence skills across diverse teams and seniority levels.
Ability to thrive in high-growth, ambiguous settings with significant accountability.
Responsibilities
Define and implement go-to-market strategy for U.S. Mid-Market accounts, focusing on quotas and territory design.
Lead and mentor the Mid-Market AE team, overseeing recruitment, onboarding, and performance management.
Manage pipeline health and forecasting to enhance conversion rates through the sales funnel.
Develop sales playbooks tailored for Mid-Market buyers, focusing on voice AI and related use cases.
Collaborate with Marketing, Product, Growth, and Customer Success to align messaging and explore expansion opportunities.
Create feedback loops to gather insights from prospects and customers, informing product and strategy decisions.
Benefits
Remote work flexibility across the U.S., with options to use San Francisco or New York offices.
Dynamic work environment in a high-growth company.
Full Job Description
About the Role
As Mid-Market Lead, you will be the strategic driver behind scaling and optimizing our Mid-Market AE organization. You'll own revenue outcomes and team performance across our Mid-Market segment, with a strong focus on building repeatable, high-velocity sales motions. This role blends hands-on leadership with strategic execution in a fast-growing environment.
In this role, you will:
Define and execute the go-to-market strategy for U.S. Mid-Market accounts, including quotas, segmentation, and territory design.
Lead, coach, and scale a team of Mid-Market AEs, owning recruiting, onboarding, enablement, and performance management.
Own pipeline health and forecasting, driving consistency and improving conversion rates across each stage of the funnel.
Develop and refine sales playbooks, motions, objection frameworks, and deal models tailored to Mid-Market buyers and voice AI / conversational use cases.
Partner cross-functionally with Marketing, Product, Growth, and Customer Success to align positioning, messaging, and expansion opportunities.
Establish feedback loops by synthesizing insights from prospects and customers to help inform GTM strategy and product roadmap decisions.
Requirements
7+ years of SaaS or technology sales experience, with meaningful experience leading or scaling Mid-Market AE teams.
Demonstrated success surpassing revenue targets in a Mid-Market or velocity-oriented sales environment.
Strong command of sales metrics, funnel optimization, forecasting, and process rigor.
Experience selling technical, AI, or API-driven solutions to Director- and VP-level stakeholders.
Excellent communication skills and ability to influence across teams and seniority levels.
Comfortable operating in fast-paced, ambiguous, high-growth environments with high ownership.
Location
This role is remote across the US, with the option to work from our San Francisco or New York offices if preferred.
