Manager, Mid-Market Sales

Jobgether; Oregon; Hybrid; USD 250,000 - 300,000; Full time

Benefits offered by this job

OTE $250k–$300k

Stock options

Remote/hybrid work policies

Generous paid time off

Lifestyle allowance

Professional development

Team events & engagement

Employee communities

Job summary

Jobgether seeks a Manager, Mid-Market Sales to lead a US-based team of Account Executives, driving mid-market revenue growth. The role covers inbound and expansion efforts with a focus on renewals, upgrades, and cross-selling, all in a remote leadership capacity.

You will coach on discovery, negotiation, and closing while shaping territory strategy and collaborating with Marketing, Customer Success, Revenue Operations, and Product to deliver predictable results.

Qualifications

• 5+ years of B2B SaaS sales experience in mid-market.
• 2+ years of people management leading quota-carrying sales professionals.
• Proven ability to deliver team revenue results and improve seller performance.
• Experience managing inbound new business and existing customer expansion (renewals/upgrades/cross-selling).
• Strong forecasting, pipeline management, and realistic closing plans.
• Proven individual closing record and sales judgment.
• Experience supporting high-value opportunities and executive negotiations.
• Ability to balance hands-on deal involvement with coaching and development.
• Excellent interpersonal and communication skills; able to motivate and develop teams.
• Cross-functional collaboration with Marketing, Customer Success, Revenue Operations, and Product.

Responsibilities

• Lead, coach, and develop a team of Account Executives for inbound and expansion efforts.
• Establish training, call reviews, and development plans with pipeline discipline.
• Coach on discovery, business cases, negotiation, and closing techniques.
• Provide actionable feedback, recognize high performers, and address gaps.
• Own team revenue targets and deliver reliable forecasts with evidence-based qualifications.
• Identify risks and close gaps to maintain performance across quarters.
• Manage pipeline and progress toward quarterly and annual objectives.
• Convert inbound opportunities and identify expansion within existing accounts.
• Strengthen pipeline generation through disciplined outbound prospecting.
• Collaborate with Marketing, Customer Success, Revenue Ops, and Product to improve territory planning.
• Support high-value opportunities and navigate negotiations with executives.

Skills

Team leadership

Quota attainment

Forecasting & pipeline

Coaching & development

New business & expansion

Strategic deal management

Cross-functional collaboration

Negotiation & closing

Influence & executive alignment

Sales analytics

Communications

Adaptability & prioritization

Job description

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Manager, Mid-Market Sales based in the United States. This is an exciting opportunity for a sales leader to manage and develop a team of Account Executives responsible for driving mid-market revenue growth. In this remote leadership role, you will oversee both inbound new business acquisition and existing customer expansion, with a strong emphasis on renewals, upgrades, and cross-selling. You will combine hands-on sales expertise with structured coaching to strengthen seller performance, build a healthy pipeline, and deliver predictable results. Working closely with senior sales leadership and cross-functional teams, you will help shape territory strategies and improve go-to-market execution. Your impact will be measured through revenue performance, forecasting accuracy, pipeline health, and the professional growth of your team.

Accountabilities

Sales Team Leadership & Development:

• Lead, coach, and develop a team of Account Executives responsible for inbound new business and existing customer expansion.
• Establish structured training, call reviews, and individual development plans while maintaining consistent pipeline management.
• Coach sellers on discovery, business case development, negotiation, and closing techniques.
• Provide direct, actionable feedback, recognize strong performance, and address capability gaps through clear expectations.

Revenue Performance & Forecasting:

• Own team revenue targets across new business acquisition and customer expansion.
• Deliver accurate, reliable forecasts grounded in customer evidence, disciplined qualification, and realistic close plans.
• Identify risks and potential gaps early, implementing corrective actions to maintain performance.
• Monitor sales execution and ensure consistent progress toward quarterly and annual objectives.

Pipeline Generation & Business Growth:

• Help Account Executives convert inbound opportunities into new business.
• Identify expansion opportunities within existing accounts, including renewals, upgrades, and cross-selling.
• Strengthen qualified pipeline generation through disciplined outbound prospecting.
• Develop territory strategies that balance new customer acquisition with long-term account growth.

Strategic Deal Support & Closing:

• Work directly alongside Account Executives on high-value opportunities and strategic accounts.
• Apply personal sales expertise to influence complex deals, build executive alignment, and navigate negotiations.
• Support sellers in connecting platform capabilities to customer priorities and business outcomes.
• Use sound sales judgment to overcome objections and improve closing effectiveness.

Recruitment & Performance Management:

• Recruit talented Account Executives and support their onboarding and ramp-up.
• Establish clear performance expectations and maintain high standards across the team.
• Foster a culture of accountability, continuous learning, and strong sales execution.

Cross-Functional Collaboration & Operational Improvement:

• Partner with Marketing, Customer Success, Revenue Operations, and Product teams to improve territory planning and sales processes.
• Identify operational friction and collaborate on solutions that improve sales effectiveness.
• Bring customer insights and market feedback into internal business discussions.
• Contribute to the ongoing development of the mid-market sales strategy.

Requirements:

• Professional Experience: At least 5 years of B2B sales experience, including a successful track record selling SaaS solutions to mid-market customers.
• People Management: At least 2 years of experience leading quota-carrying sales professionals.
• Sales Leadership: Demonstrated ability to deliver team revenue results and improve seller performance through structured training, coaching, and direct feedback.
• New Business & Expansion: Experience managing both inbound new business acquisition and existing customer expansion, including renewals, upgrades, and cross-selling.
• Forecasting & Pipeline Management: Proven ability to maintain healthy pipelines, accurately forecast revenue, qualify opportunities, and develop realistic closing plans.
• Personal Sales Performance: Strong individual closing record and sales judgment, with the ability to guide Account Executives through complex opportunities and influence customer outcomes.
• Strategic Deal Management: Experience supporting high-value opportunities, building executive relationships, and navigating negotiations.
• Coaching & Development: Ability to balance hands-on deal involvement and daily pipeline management with dedicated time for training, mentoring, and individual development.
• Leadership & Communication: Strong interpersonal and communication skills, combined with the ability to establish high standards while motivating and developing team members.
• Cross-Functional Collaboration: Ability to work effectively with Marketing, Customer Success, Revenue Operations, Product, and senior sales leadership.
• Industry Knowledge: Experience in digital experience analytics or adjacent software categories is valuable. Curiosity and the ability to learn new markets are important.
• Adaptability & Prioritization: Strong organizational skills and the ability to manage competing priorities in a dynamic, performance-driven environment.

Benefits:

• Competitive Compensation: Annual on-target earnings (OTE) of $250,000-$300,000, comprising a base salary of $125,000-$150,000 plus commission.
• Equity Participation: Stock options for every full-time employee, providing an opportunity to share in the organization's success.
• Remote Work Flexibility: Remote and hybrid work policies, with location-dependent arrangements.
• Paid Time Off: Generous paid time-off policy, varying by location.
• Lifestyle Allowance: Financial support through a lifestyle allowance.
• Professional Development: Career development opportunities, mentorship, and virtual onboarding.
• Team Engagement: Hackathons, social events, and opportunities to connect with colleagues across global offices, both virtually and in person.
• Employee Communities: Employee Resource Groups that provide inclusive spaces for connection, support, and advocacy.
• Workplace Culture: Local Culture Crews organize activities and events to encourage collaboration and team connection.
• Community Involvement: Opportunities to participate in philanthropic activities.
• Location-Based Benefits: Additional benefits tailored to the employee's country and location.