The RoleAs Mid-Market Sales Manager, 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 DoRevenue 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 ForExperience- 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.
