Success selling to mid-market accounts (100-1,000 employees)
Experience in Series A-C environment with evolving processes
Background in selling technical or developer-adjacent products preferred
Responsibilities
Own mid-market revenue growth and deliver predictable results
Ensure pipeline coverage and strong conversion rates
Support late-stage deal execution and pricing
Deliver regular sales forecasts
Create and implement new sales processes and programs
Lead and develop a team of Mid-Market Account Executives
Optimize and standardize mid-market sales motion
Benefits
Hybrid work environment with 3 days in-office
Opportunities for professional growth and development
Collaborative company culture focused on innovation
Dynamic work on cutting-edge AI-driven technologies
Full Job Description
The Role
As Director of Sales - Mid-Market, you'll be responsible for owning and scaling revenue in our mid-market segment. You'll manage a team of quota-carrying AEs, drive forecast accuracy, and operationalize a repeatable sales motion.
This role sits at the intersection of execution and optimization: coaching reps to win today while tightening the systems that support growth tomorrow.
What You'll Do Revenue Ownership
Own a mid-market revenue number and deliver consistent, predictable growth
Ensure healthy pipeline coverage and strong conversion across all stages
Support deals through late-stage execution, pricing, and close
Deliver accurate weekly, monthly, and quarterly forecasts
Create new processes, sales motions, and programs to drive pipeline and bookings
Team Management
Lead, coach, and develop a team of Mid-Market Account Executives
Drive best practices in discovery, MEDDICC, and value-based selling
Run 1:1s, pipeline reviews, deal reviews, and forecast calls
Hire and ramp new AEs in partnership with Enablement
Process & Scale
Standardize and improve the mid-market sales motion
Partner with RevOps to optimize CRM hygiene, dashboards, and KPIs
Collaborate with Marketing on lead quality, campaigns, and conversion
Partner with Customer Success on handoffs, expansion signals, and renewals
Cross-Functional Impact
Provide structured feedback to Product on roadmap gaps and buyer objections
Surface competitive insights and positioning to GTM leadership
Contribute to pricing, packaging, and territory strategy as we scale
What We're Looking For Experience
5+ years of B2B SaaS sales experience, including 2+ years managing AEs
Proven success selling to mid-market accounts (100-1,000 employees)
Experience in Series A-C environments with defined but evolving processes
Background selling technical, DevTools, or developer-adjacent products preferred
Skills
Strong forecasting discipline and pipeline inspection skills
Excellent sales coaching and deal strategy capabilities
Comfort selling into technical buyers (Engineering, DevOps, Platform teams)
Data-driven, systems-minded approach to sales management
Leadership Style
High accountability, low ego
Servant leader
Hands on but not a micromanager
Coach-first mindset with a bias toward action
Able to balance speed with rigor
This role is based in San Francisco. We are hybrid, we work 3 days a week in our San Francisco office.
