Mid-Market Sales Manager

We are seeking an experienced Mid-Market Sales Manager to lead our team of mid-market Account Executives. This role requires a player-coach who can hire, develop, and hold sellers accountable while helping close complex deals with mid-sized manufacturers. The right candidate has a strong background in manufacturing or industrial technology sales, experience with robotics or automation solutions, and a passion for developing people. You will report to the Head of Sales. This is a dedicated sales leadership role focused on coaching, talent development, performance management, and operational execution. The Mid-Market Sales Manager will serve as a key partner to the Head of Sales, translating broader sales objectives into actionable plans, driving consistent execution, and ensuring alignment across the organization. Success in this role will be measured by the performance, development, and results of the team. What You'll Do Sales Leadership & Team Development • Lead, coach, and develop a team of mid-market Account Executives, establishing clear expectations around performance, pipeline development, and quota attainment. • Serve as the frontline leader for the mid-market sales organization, providing day-to-day direction, coaching, and accountability. • Conduct weekly one-on-ones, pipeline reviews, and deal strategy sessions to improve seller effectiveness and accelerate opportunities. • Recruit, interview, onboard, and develop Account Executives in partnership with the Head of Sales as the organization scales. • Reinforce the Challenger sales methodology through ongoing coaching, deal reviews, and customer engagement. • Build a culture of accountability, continuous improvement, and high performance through consistent coaching, feedback, and professional development. Revenue Execution & Accountability • Own mid-market team revenue performance and execution against established sales targets, priorities, and strategic objectives. • Partner closely with the Head of Sales to develop and execute territory plans, account strategies, and initiatives that support broader organizational growth. • Provide strategic deal coaching and guidance on complex opportunities, supporting Account Executives through qualification, negotiation, and closing. • Drive consistent pipeline generation, opportunity qualification, deal progression, and forecast accuracy across the team. • Maintain strong sales discipline and accountability, ensuring HubSpot remains the source of truth for pipeline, forecasting, and performance reporting. Strategic Alignment & Operational Excellence • Serve as a key execution partner to the Head of Sales, translating sales strategy and organizational priorities into measurable actions and results across the mid-market team. • Act as an extension of the Head of Sales in driving organizational accountability, reinforcing performance standards, and ensuring consistent execution of sales priorities across the mid-market organization. • Provide regular performance updates, forecasts, pipeline assessments, and recommendations directly to the Head of Sales, ensuring visibility into results, risks, and opportunities. • Partner with the Head of Sales and Head of GTM Operations to continuously improve sales processes, tools, compensation programs, and enablement initiatives. • Support the Head of Sales in implementing organizational initiatives, driving consistent sales methodologies, and maintaining alignment across the broader commercial organization. • Collaborate with Marketing, Sales Engineering, and other cross-functional teams to support demand generation, customer engagement, and successful deal execution. Who You Are You are a hands-on sales manager who gets results through your team. You enjoy coaching sellers, diagnosing stalled deals, and building habits that make a team consistent quarter after quarter. You are comfortable discussing ROI with a plant manager or CFO and walking the shop floor with an operations lead. Most importantly, you believe that technology, when used with purpose and precision, can transform the future of manufacturing. Qualifications • 6+ years of B2B sales experience in manufacturing, robotics, automation, or industrial technology, including 2+ years managing or leading quota-carrying sellers. • A track record of hitting team and individual quota while selling complex solutions with multiple stakeholders. • Experience hiring, onboarding, and coaching Account Executives at different stages of their careers. • Working knowledge of manufacturing processes, automation technology, and how industrial buyers evaluate and purchase new equipment. • Willingness to adopt and coach the Challenger sales methodology. • Strong forecasting and pipeline management skills, with experience in HubSpot or a similar CRM. • Clear communication and negotiation skills with buyers from the plant floor to the executive team. • Willingness and enthusiasm to travel regularly as part of the role. Why You'll Love Working Here • Flexible PTO so you can take the time you need, when you need it • Comprehensive medical, dental, and vision coverage • 6 weeks fully paid parental leave, plus an additional 6-8 weeks for birthing parents (12-14 weeks total) • 401(k) retirement plan through Empower • Generous employee referral bonuses-help us grow our team!