Sales Manager Mid Market
Job Summary
As a Sales Manager, you will lead a regional team of Mid-Market Account Executives to drive new revenue through cross-sell and upsell opportunities. You will be responsible for providing strong leadership, rigorous activity management, and strategic business planning. This role focuses on coaching talent, ensuring forecast accuracy, and aligning team execution with broader business strategies.
Responsibilities
- Manage regional sales pipeline and ensure forecast accuracy
- Coach Account Executives on deal qualification and negotiation
- Drive adoption of sales processes and methodologies
- Develop talent through ongoing performance management
- Align team execution with business strategy and market needs
Required Skills
- 5+ years software sales leadership experience
- Proficiency in sales methodologies (SPIN, Challenger, etc.)
- Advanced CRM/Salesforce expertise
- Strong pipeline management and analytical skills
- Leadership and consensus-building capability
Job Details
Responsibilities:
- Lead team performance by managing the pipeline rigorously, ensuring quality, coverage, and forecast accuracy.
- Drive consistency by ensuring adoption of sales processes, methodologies, and tools.
- Coach AEs to improve deal qualification, pursuit planning, and objection management.
- Support key deals by guiding strategic negotiation and deal execution.
- Use data and inspection to identify gaps and improve team effectiveness.
- Develop talent through ongoing coaching, feedback, and performance management.
- Align team execution to broader business strategy and market needs.
Qualifications:
- 5+ years of relevant sales experience and 5+ years of relevant sales leadership experience in the software industry.
- Strong business management skills and a track record of understanding a sales consulting methodology (e.g., Miller Heiman, Solution Selling, SPIN, or Challenger).
- Significant experience with one or more vertical industry markets and experience in positioning products and services to match customer needs.
- Ability to manage multiple projects with tight deadlines simultaneously.
- Proficiency with CRM usage (Salesforce.com a plus).
- Strong leadership and consensus-building skills to influence others based on credibility and shared respect.
- Quantitative analytical skills, including pipeline management and forecasting.
- Excellent verbal and written communication skills and presentation skills.
- Culture Agility: Comfort working in a fast-paced environment that values innovation and healthy debate.
- AI Readiness: Curiosity and willingness to use AI and emerging technologies to elevate work and deliver smarter outcomes.