Mid-Market Sales Manager

Console; San Francisco (CA); On-site; USD 325,000 - 350,000; Full time

Benefits offered by this job

Health insurance

Unlimited PTO

401(k)

Equity

Meals in office

Job summary

Console is hiring a Mid-Market Sales Manager to scale a growing team and own the mid-market motion. You will recruit, coach, and lead AEs selling into IT and ops buyers at 200–2,000 employee companies. You will manage pipeline, forecast accuracy, and deal review cadence in close collaboration with leadership.

You bring 5–8 years in B2B SaaS sales with 2+ years managing a mid-market team, plus a data-driven approach and strong coaching instincts to drive consistent quota attainment.

Qualifications

• 5–8 years in B2B SaaS sales with 2+ years leading a full-cycle AE team in mid-market.
• Proven track record of hitting or exceeding team quota with scalable motion.
• Experience selling to IT/ops/technical buyers in 200–2,000 employee companies.
• Strong coaching, diagnostics, and deal-review discipline.
• Comfortable with forecasting, pipeline math, and cross-functional collaboration.

Responsibilities

• Own mid-market team quota, hire and coach reps, and set forecasting cadence.
• Forecast pipeline accurately, drive deal velocity, maintain healthy coverage.
• Lead deal reviews, live shadowing, and regular 1:1 coaching sessions.
• Collaborate with BDRs to ensure tight handoffs and clear opportunities.
• Refine the mid-market sales process, stages, discounting, and cadence.
• Work cross-functionally with CS, marketing, and product to remove blockers.

Skills

B2B SaaS sales

Team management

Forecasting

Coaching

Data-driven

Tools

Salesforce

Outreach

Apollo

Gong

Job description

Console is building the AI agents that power autonomous enterprises. We use AI to autonomously resolve IT, HR, Legal, Finance, Security, and Ops tasks the moment they come in from Slack or Teams. We're building toward a future where enterprise operations are fully autonomous; with no tickets, approvals, or manual processes slowing companies down.

Our platform enables companies like Databricks, Figma, and Cursor to delegate entire categories of work to AI agents that understands their org, takes action across systems, and gets smarter over time. We've raised $29M, backed by Thrive Capital (investors in OpenAI, Stripe, GitHub) and a small group of founders who have built category-defining companies.

We’re unusually selective about the people we work with. We hire builders who span functions, optimize for speed, and care deeply about their craft. We do not care about pedigree. We have a lot of work ahead of us. Join us.

About The Role

We're hiring a Mid-Market Sales Manager as our mid-market segment scales past a handful of individual reps into a real team. As we add AEs selling into the 200–2,000 employee range, we need someone who can turn a strong number into a repeatable, coached, forecastable motion.

You'll own the mid-market team's quota, hire and coach the reps who carry it, and build the process, forecasting, and deal review cadence the team runs on. You'll work closely with the VP of Sales, BDR leadership, and the founders to define how Console wins in the mid-market, and you'll be close enough to the work to jump into deals when it matters.

What You\'ll Do

You'll build the system that turns individual quota-carriers into a team, in an environment where the playbook is still being written. At Console, you will:

• Hire, onboard, and manage a team of Mid-Market AEs selling into IT and ops buyers at 200–2,000 employee companies
• Own the team\'s pipeline and quota: forecast accurately, drive deal velocity, and hold reps to a healthy coverage ratio
• Coach reps through deal reviews, live call shadowing, and regular 1:1s, sharpening discovery, demo, negotiation, and closing skills
• Partner with BDR leadership to ensure tight handoffs and a shared definition of a qualified opportunity
• Build and refine the mid-market sales process: stages, deal desk, discounting guidelines, and forecasting cadence
• Work cross-functionally with CS, marketing, and product to remove blockers and sharpen the mid-market story
• Jump into live deals when needed, coaching in real time and helping reps navigate tricky negotiations
• Report on pipeline health, quota attainment, and team performance to the VP of Sales, with clear recommendations on what to improve

What You Bring

• 5–8 years in B2B SaaS sales, with at least 2 years managing a full-cycle AE team in a mid-market
• A track record of hitting or exceeding team quota, and building a team that performs consistently, not just one or two reps carrying the number
• Experience selling to IT buyers, ops leaders, or technical decision-makers in the 200–2,000 employee range
• Strong coaching instincts: you can diagnose why a rep is stuck and fix it, not just report the number
• Data-driven: comfortable with forecasting, pipeline math, and running a disciplined deal review cadence
• Strong written and verbal communication, and the judgment to know when to let a rep run a deal and when to step in
• Comfortable with ambiguity and early-stage environments: the playbook here is still being written and you\'ll help write it
• Familiarity with tools like Salesforce, Outreach or Apollo, and Gong

Why This Role, Why Now?

• Build the team — shape how the mid-market segment hires, ramps, and sells as it scales, with real room to define the motion
• Real proof points — Scale AI, Webflow, Ramp, Cursor: logos and results that make for compelling pipeline, not vaporware
• Proximity to the top — a direct line to the VP of Sales and founders. Your decisions matter and your impact is visible from day one
• Rocket ship timing — Series A, $23M raised, backed by Thrive and DST. The manager who joins now has a clear path to senior leadership as the team scales

Why join Console?

• Product-market fit: We have built the leading product in our category, in a massive market. We\'ve hit an inflection point and are on track to build a generational company.
• World-class team: We seek high agency contributors who are comfortable navigating ambiguity, ruthlessly prioritize what matters and are action-biased.
• Grow with us: We reward impact, not credentials or years of experience. We intend to grow talent from within as we scale up.
• Competitive pay and benefits: top compensation with full benefits including:
• Comprehensive health, dental, and vision insurance
• Unlimited PTO
• 401(k)
• Equity
• Meals provided daily in office

Compensation Range: $325K - $350K