Sales Manager, Mid Market Expansion

Accountabilities:

• • Lead, coach, and develop a team of Account Executives responsible for expanding revenue within existing mid-market customer accounts.
  • Establish clear sales expectations, coaching practices, and development programs that enable consistent individual and team performance.
  • Drive accurate forecasting, disciplined pipeline management, and rigorous deal inspection across the team's portfolio.
  • Coach Account Executives through complex, multi-stakeholder sales cycles, helping them build relationships with senior decision-makers and broader buying groups.
  • Develop strategic account plans that identify expansion opportunities and introduce additional products and capabilities to new buyers within existing customers.
  • Maintain a strong outbound-oriented sales culture, supporting proactive prospecting and opportunity creation rather than relying primarily on inbound demand.
  • Get directly involved in strategic deals and customer opportunities, providing hands-on guidance at critical stages of the sales cycle.
  • Partner with Customer Success, Product Marketing, Revenue Operations, Enablement, and Product teams to improve customer outcomes and accelerate expansion revenue.
  • Establish scalable processes and best practices that make mid-market expansion a repeatable, high-performing sales motion.

  Requirements:

  • 2+ years of experience managing Account Executives, ideally within a high-growth technology or startup environment.
  • Demonstrated experience leading teams that successfully expand revenue within existing customer accounts through new product or platform sales, rather than focusing primarily on renewals.
  • Experience managing sales teams targeting organizations with approximately 1,000–5,000 employees.
  • Strong track record coaching Account Executives through complex, multi-stakeholder sales cycles and helping them navigate buying groups beyond a single champion.
  • Proven understanding of outbound-led expansion selling, strategic prospecting, pipeline generation, and new opportunity creation within existing accounts.
  • Strong forecasting, pipeline management, and deal inspection skills, with the ability to establish sales rigor without creating unnecessary friction for the team.
  • Excellent coaching, leadership, communication, and relationship-building skills.
  • Ability to operate strategically while remaining hands-on in important deals and customer situations.
  • Comfortable collaborating across sales, customer success, marketing, operations, enablement, and product functions.
  • Strong analytical and commercial judgment, with a focus on measurable revenue growth and repeatable sales processes.
  • Self-motivated and effective in a fully remote working environment.
  • Must be based in the United States.

  Benefits:

  • Compensation: $200,000–$280,000 total compensation range, with final compensation varying based on location, experience, and scope.
  • Equity: Equity participation for full-time employees.
  • Commission: Performance-based commission opportunity.
  • Remote work: Fully remote position open to candidates across the United States.
  • Healthcare: Health, dental, and vision insurance for employees and dependents.
  • Paid time off: Flexible PTO and company holidays.
  • Retirement: 401(k) plan.
  • Family support: Paid parental leave.
  • Home office support: Home office stipend.
  • Commuter benefits: Commuter assistance for eligible employees.
  • Office perks: Daily catered lunch for employees working from the San Francisco office.
  • Career development: Opportunity to lead a growing sales team and help establish a scalable mid-market expansion function.
  • Inclusive workplace: Commitment to creating a supportive and empowering environment for employees from diverse backgrounds.