Mid-Market SaaS Sales Manager: Lead a High-Impact Team

Fullbay, Inc.; Phoenix (AZ); On-site; USD 110,000 - 160,000; Full time

Job summary

Fullbay, Inc. in Phoenix is seeking a Mid Market Manager to lead the Mid Market Account Executive team and drive ARR growth. You will manage quotas, coach AEs on pipeline strategy, and partner with BDRs to ensure quality leads.

The role emphasizes forecasting accuracy, territory design, and people development in a fast‑growing SaaS environment. The position requires prior success managing multi‑stakeholder mid‑market deals, Salesforce proficiency, and experience coaching sales teams.

Qualifications

• Proven track record of coaching and developing sales talent.
• Experience forecasting pipeline and managing mid-market deals.
• Ability to set territory design and quotas for a team.

Responsibilities

• Serve as the primary manager of the Mid Market AE team.
• Own team-level quota attainment tied to ARR across the roster.
• Conduct regular one-on-one coaching covering pipeline strategy and deal reviews.
• Review and approve pricing and deal structure beyond standard guardrails.
• Partner with BDR leadership on lead quality and handoff processes.
• Maintain team forecast accuracy and a reliable segment-level view for leadership.
• Lead recruitment and onboarding for open roles.
• Perform formal performance management and improvement plans.
• Identify skill gaps and coordinate training and enablement resources.
• Monitor KPI activity and intervene when performance trends lag.
• Collaborate with Sales Enablement, Product, and Marketing on materials and messaging.
• Keep Salesforce accurate and model documentation standards.
• Prepare and present team performance updates and pipeline reviews.

Skills

Coaching

People development

Forecasting

Education

Bachelor's degree or military service preferred

Tools

Salesforce

ChiliPiper

Zoom

G-Suite

Slack

Job description

Fullbay, Inc. in Phoenix is seeking a Mid Market Manager to lead the Mid Market Account Executive team and drive ARR growth. You will manage quotas, coach AEs on pipeline strategy, and partner with BDRs to ensure quality leads.

The role emphasizes forecasting accuracy, territory design, and people development in a fast‑growing SaaS environment. The position requires prior success managing multi‑stakeholder mid‑market deals, Salesforce proficiency, and experience coaching sales teams.