Sales Manager, Mid Market Expansion

Accountabilities: Lead, coach, and develop a team of Account Executives responsible for expanding revenue within existing mid-market customer accounts.

Establish clear sales expectations, coaching practices, and development programs that enable consistent individual and team performance.

Drive accurate forecasting, disciplined pipeline management, and rigorous deal inspection across the team's portfolio.

Coach Account Executives through complex, multi-stakeholder sales cycles, helping them build relationships with senior decision-makers and broader buying groups.

Develop strategic account plans that identify expansion opportunities and introduce additional products and capabilities to new buyers within existing customers.

Maintain a strong outbound-oriented sales culture, supporting proactive prospecting and opportunity creation rather than relying primarily on inbound demand.

Get directly involved in strategic deals and customer opportunities, providing hands-on guidance at critical stages of the sales cycle.

Partner with Customer Success, Product Marketing, Revenue Operations, Enablement, and Product teams to improve customer outcomes and accelerate expansion revenue.

Establish scalable processes and best practices that make mid-market expansion a repeatable, high-performing sales motion.

Requirements:

2+ years of experience managing Account Executives, ideally within a high-growth technology or startup environment.

Demonstrated experience leading teams that successfully expand revenue within existing customer accounts through new product or platform sales, rather than focusing primarily on renewals.

Experience managing sales teams targeting organizations with approximately 1,000–5,000 employees.

Strong track record coaching Account Executives through complex, multi-stakeholder sales cycles and helping them navigate buying groups beyond a single champion.

Proven understanding of outbound-led expansion selling, strategic prospecting, pipeline generation, and new opportunity creation within existing accounts.

Strong forecasting, pipeline management, and deal inspection skills, with the ability to establish sales rigor without creating unnecessary friction for the team.

Excellent coaching, leadership, communication, and relationship-building skills.

Ability to operate strategically while remaining hands-on in important deals and customer situations.

Comfortable collaborating across sales, customer success, marketing, operations, enablement, and product functions.

Strong analytical and commercial judgment, with a focus on measurable revenue growth and repeatable sales processes.

Self-motivated and effective in a fully remote working environment.

Must be based in the United States.

Benefits:

Compensation: $200,000–$280,000 total compensation range, with final compensation varying based on location, experience, and scope.

Equity: Equity participation for full-time employees.

Commission: Performance-based commission opportunity.

Remote work: Fully remote position open to candidates across the United States.

Healthcare: Health, dental, and vision insurance for employees and dependents.

Paid time off: Flexible PTO and company holidays.

Retirement: 401(k) plan.

Family support: Paid parental leave.

Home office support: Home office stipend.

Commuter benefits: Commuter assistance for eligible employees.

Office perks: Daily catered lunch for employees working from the San Francisco office.

Career development: Opportunity to lead a growing sales team and help establish a scalable mid-market expansion function.

Inclusive workplace: Commitment to creating a supportive and empowering environment for employees from diverse backgrounds.

How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best!  Why Apply Through Jobgether? 

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