Sales Director, Mid-Market

Remote; San Francisco (CA); Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

401(k) match

Medical/Dental/Vision insurance

Flexible remote work

Unlimited PTO

Equity potential

Job summary

Nift is seeking a Sales Director, Mid-Market to build and lead our Mid-Market team, guiding AEs to prospect, pitch, close, and scale brands spending $50k–$200k monthly with Nift. You will coach a builder/player/coach team, own pipeline, and drive growth in a fast-paced, remote-friendly environment.

You will recruit, train, and manage a team, set clear targets, and negotiate deals that align with Nift’s objectives.

Qualifications

• 8+ years of total B2B sales experience, with leadership/coach responsibilities.
• Proven track record selling to Heads of Acquisition, CMOs, Growth Leads at DTC brands with high spend.
• Experience mentoring and leading hunters through full-cycle sales motions.

Responsibilities

• Hire, onboard, and lead a high-performing Mid-Market AE team. Set metrics and coach through the sales cycle.
• Coach AEs in prospecting, discovery, pitches, and closing strategic Mid-Market accounts.
• Lead negotiations on pricing and contracts to align with customer goals and company growth objectives.
• Maintain accurate forecasts, monitor pipeline health, and report on acquisition metrics and revenue.

Skills

B2B sales

Leadership

CRM management

Forecasting

Negotiation

Sales coaching

Sales strategy

Tools

Salesforce

Job description

Nift is disrupting performance marketing, delivering millions of new customers to brands every month. We’re actively looking for a Sales Director, Mid-Market to lead our Mid-Market team. The Mid Market team is focused on acquiring new Mid-Market (MM) eCommerce and Direct-to-Consumer (DTC) brands / advertisers. As we continue to scale our revenue, this leader will play a critical role in expanding our footprint, building our team, and driving core growth.

In this role, you will manage, coach, and scale our team of Mid-Market Account Executives. You will drive a builder/player/coach model—hunting and managing your own accounts while equipping your team of AEs to prospect, pitch, close, and scale brands with the capacity to spend $50k–$200k (can be more) per month with Nift. You will train your team to effectively compete for performance marketing budgets against other paid social and digital performance marketing channels.

Our Mission

Nift’s mission is to reshape how people discover and try new brands by introducing them to new products and services through thoughtful \"thank-you\" gifts. Our customer-first approach ensures businesses acquire new customers efficiently while making customers feel valued and rewarded. We are a data-driven, cash-flow-positive company that has experienced 731% growth over the last three years. Now, we’re scaling to become one of the largest sources for new customer acquisition worldwide.

Backed by Spark Capital & Foundry who also invested in Slack, Snap, SeatGeek, Fitbit, Warby Parker, Wayfair and Twitter, we are poised for exponential growth and ready to demonstrate impact on a global scale. Read more about our growth here.

What you will do:

• Hire, onboard, build and lead a high-performing team of Mid-Market Account Executives. Set clear metrics, run pipeline reviews, and coach AEs through every phase of the sales cycle
• Coach up each AE and assist them with prospecting, discovery, pitches, and closing strategic and high-priority Mid-Market accounts, maintaining an active pipeline ensuring each team member achieves their revenue quota team targets
• Lead negotiations, including pricing and contract terms, to secure mutually beneficial agreements that align with the customer’s goals and Nift’s growth objectives
• Coach your AE team to articulate Nift’s value proposition to performance marketing leaders, successfully competing against paid social, display, and other digital performance marketing channels for DTC acquisition budgets
• Maintain accurate sales forecasts, manage team pipeline health, and report directly on acquisition metrics and revenue performance toward our target
• Work closely with teams in marketing, client success, data science, and operations to ensure smooth onboarding, pilot launch, and ongoing success
• Become a category and platform expert for Nift. Stay current with industry trends, competitive landscape, and market shifts to continuously refine sales strategies. Attend conferences and trade shows. Travel to prospective and existing clients.

What you need:

• 8+ years of total B2B sales experience, with at least 2+ years as a builder/player/coach, team lead, or frontline 'hands on' sales leader role for a performance marketing or paid social platform or solution provider
• Demonstrated experience mentoring and leading Account Executives \"hunters\" running full-cycle motions (prospecting, qualification, closing, and onboarding)
• Proven track record selling solutions into performance marketing decision-makers (Heads of Acquisition, CMOs, Growth Leads) at DTC brands with monthly spend potential of $50k–$200k
• Experience working in an outbound driven, fast-paced startup / small company environments, going from initial playbook creation to scaling a sales team and revenue through significant growth milestones
• Rigorous approach to CRM management, deal coaching, pipeline metrics, and accurate sales forecasting

What you get:

• Competitive compensation, comprehensive benefits (401(k) with 4% match, Medical/Dental/Vision), and we offer full-time employees the potential to hold company equity
• Flexible remote work
• Unlimited Responsible PTO
• Great opportunity to join a growing, cash-flow-positive company while having a direct impact on Nift's revenue, growth, scale, and future success