Sales Manager Mid Market
Job Summary
The Sales Manager will lead a regional team of Mid-Market Account Executives focused on acquiring net new logos. You will oversee pipeline management, strategic forecasting, and the execution of sales methodologies within the software industry. The role requires rigorous performance management and the ability to coach teams to achieve consistent business growth.
Responsibilities
- Manage regional sales team performance and pipeline
- Coach Account Executives on deal qualification and negotiation
- Drive adoption of sales methodologies and CRM tools
- Analyze sales data for forecasting and strategy execution
Required Skills
- 5+ years software sales leadership
- Expertise in sales methodologies (SPIN, Challenger, etc.)
- Strong CRM proficiency
- Quantitative pipeline analysis
- Strategic planning and talent development
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.
Required 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 positioning products 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.
- 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, candid environment.
- AI Readiness: Curiosity and willingness to use AI and emerging technologies.