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About the Role
We are seeking a Manager of Mid-Market Sales to lead our mid-market AE team. This role is crucial as mid-market sales are the revenue organization's growth engine. You will manage the team's daily operations, including hiring, onboarding, coaching, forecasting, and process management. Your success will be measured by the team's overall performance, not individual deal closures. You will be responsible for upholding and improving our established Triangle Selling methodology and stage process. Reporting to the Director of Revenue, you will own the mid-market segment's sales target.
Responsibilities
- Own the mid-market team number and deliver segment quota through the team's efforts.
- Increase the percentage of sales representatives achieving quota.
- Manage hiring and ramp-up processes, including scorecard management and new rep productivity.
- Conduct consistent coaching sessions, including weekly 1:1s, pipeline reviews, call reviews, and forecast calls.
- Coach representatives on behavior, identifying and addressing gaps in mindset, activity, or skillset.
- Maintain and improve the Triangle Selling methodology, stage exit criteria, and discovery/objection libraries.
- Ensure accurate forecasting based on evidence and exit criteria, flagging potential misses early with a plan.
- Maintain pipeline hygiene across the team, ensuring zero missing tasks and no stale deals.
- Address underperformance promptly by identifying specific gaps, documenting them, and implementing solutions or escalating as needed.
- Report weekly to the Director of Revenue on stage slippage, hygiene drift, and conversion bottlenecks.
- Join calls to coach rather than close, ensuring the team performs effectively even in your absence.
Requirements
- 3+ years of experience managing quota-carrying Account Executives, preferably in mid-market or high-velocity segments.
- Demonstrated ability to coach to behavior, not just numbers, using call recordings.
- Experience owning and inspecting a sales methodology weekly.
- Proven track record in team building and hiring, including ramping reps against scorecards and ramp plans.
- Experience in performance management, including early identification and documentation of performance gaps.
- Proficiency in forecasting based on evidence and managing pipeline.
- Ability to measure success by rep output and enable team performance independently.
- Quantitative approach to tracking team activity and conversion rates for coaching.
- Composure and conciseness in communication, handling pushback effectively.
- Ability to manage upwards with a clear point of view and plan, escalating with options.
- Proven high performer in a startup environment, capable of building necessary processes.
- Experience running structured call reviews, film sessions, or enablement programs.
- Familiarity with CRM and BI tooling (Odoo, HubSpot, Salesforce, Metabase, or equivalent).
Skills
- Sales Management
- Coaching
- Performance Management
- Forecasting
- Pipeline Management
- Hiring
- Onboarding
- Methodology Ownership
- Process Improvement
- Data Analysis
- Communication
- Leadership
- Startup Environment Adaptability
- CRM Tool Proficiency
- BI Tool Proficiency
Location
- Remote
Work Type
- Full-time
Experience Level
- Manager
- 3+ years managing quota-carrying AEs
About the Company
- We are a company focused on driving revenue growth through our mid-market sales segment.