Sales Manager, Mid-Market
AI Summary
Sales Manager for a mid-market team, responsible for leading a six-member outbound-focused AEs group, coaching, and driving roll-up revenue to meet quarterly targets.
About this role
What You'll Do:
Team Leadership & Development: Lead, coach, and develop a team of Mid-Market Account Executives in a high-velocity, metrics-driven environment.
Revenue Ownership: Own the team’s roll-up performance and drive consistent attainment against quarterly revenue targets.
Sales Cadence: Build and reinforce a repeatable outbound operating cadence focusing on pipeline creation, deal progression, and conversion discipline.
Pipeline & Forecasting: Run weekly pipeline reviews, forecast calls, and deal coaching to increase predictability, accuracy, and execution quality.
Hands-on Coaching: Coach reps directly across discovery, qualification, multi-threading, negotiation, and close planning.
Performance Management: Identify performance gaps quickly and take decisive action through coaching plans, process changes, and clear expectations.
Cross-Functional Collaboration: Partner with Marketing, RevOps, Enablement, and Customer Success to ensure strong lead flow, tight handoffs, and an excellent customer experience.
Metrics Optimization: Track and improve core performance metrics, including pipeline coverage, stage conversion, win rates, cycle time, rep ramp, and activity-to-meeting ratios.
Culture Building: Help create a culture rooted in accountability, urgency, high trust, and continuous improvement.
What You'll Bring:
Experience: 3–5+ years of frontline sales management experience, with a strong preference for Mid-Market.
Outbound Expertise: Proven success leading teams in a heavy outbound motion (inbound-heavy backgrounds are not a fit).
SaaS Background: Experience at a tier-one SaaS company with strong sales rigor and performance standards.
Rep Development: Demonstrated ability to coach and develop reps hands-on to improve execution, pipeline creation, and close rates.
Operational Discipline: Strong skills in forecasting, pipeline inspection, and driving a consistent sales cadence.
Leadership Presence: High polish and executive presence with the ability to lead with clarity and raise the bar for the team.
Quota Accountability: Comfort operating in a roll-up quota model and holding a team accountable to outcomes.
Location: Ability to work on-site 3x a week in the Miami office (Coral Gables).
