Sales Manager, Mid-Market

About the Role

We are seeking a high-impact Sales Manager to lead, scale, and operationalize our rapidly growing commercial sales team. This is a hands-on leadership role focused on high-velocity execution, structured coaching, repeatable process, and cross-functional alignment. You will build the operating system that drives consistent quota performance while partnering with Product, RevOps, Marketing, and Enablement to execute key sales initiatives.

Leadership & Management

• Manage, mentor, and motivate a team of Account Executives fostering professional growth, accountability, and consistent performance
• Act as a player-coach, maintaining an active sales pipeline while modeling best-in-class selling behavior
• Lead weekly pipeline reviews, deal strategy sessions, and performance check-ins
• Partner with leadership to define and execute sales strategy, quotas, and key performance metrics
• Recruit, onboard, and train new Account Executives to ensure ramp-up success
• Provide ongoing coaching on sales methodology, objection handling, and value-based selling
• Collaborate with Marketing, Product, and Solutions Engineering to ensure alignment across the customer journey

Sales Execution

• Oversee full-funnel execution across prospecting, qualification, trials, usage activation, pricing, negotiation, and close
• Drive consistent excellence in high-velocity commercial motions while supporting reps on strategic upsell or cross-sell opportunities
• Ensure reps are confident and consistent in new GTM motions and product rollouts
• Maintain accountability with deal hygiene by forecasting through SFDC and structured pipeline management
• Identify usage trends or bottlenecks in process and partner with RevOps/Enablement to resolve them quickly
• Codify best practices, reinforce trainings, and continuously level up rep execution across the pod

Cross-Functional Collaboration

• Partner closely with Product to deliver field insights, influence roadmap prioritization, and support beta or GA launches
• Work with Marketing to ensure strong alignment between campaigns, messaging, and sales execution workflows
• Partner with Solutions Engineering to create seamless onboarding, identify expansion opportunities, and reduce churn risk
• Collaborate with RevOps on territory design, lead routing, comp alignment, and ongoing process optimization

What We're Looking For

• 5–7+ years of B2B SaaS/PaaS/IaaS sales experience, including 2+ years managing AEs
• Proven track record managing high-velocity teams and exceeding team quota targets
• Demonstrated ability to build operational processes and systems