Manager Mid-Market Sales

Overview

Lead a team of Account Executives with responsibility for inbound new business and existing customer expansion. Expansion is our core sales motion, including growth at renewal, upgrades, and cross selling. You will develop sellers and drive results across both motions while helping shape our mid market business.

Our experience platform helps businesses understand customer behavior, identify digital friction, and improve business results. You will coach sellers to connect those capabilities to buyer priorities.

Working with sales leadership, you will shape territory strategy and how your team sells, with direct influence over business growth and the development of your people.

What you will own

• Develop strong sellers. Protect time for structured training, call reviews, and individual development alongside daily pipeline management. Coach discovery, business cases, negotiation, and closing.

• Own results and forecast accurately. Deliver revenue performance and reliable forecasts grounded in customer evidence, clear qualification, and realistic close plans. Identify risks early and act on them.

• Build a durable pipeline. Help AEs convert inbound new business, identify expansion within existing accounts, and generate qualified opportunities through disciplined outbound prospecting.

• Bring your own closing expertise. Work alongside AEs on high value opportunities and strategic accounts. Apply strong sales judgment to build executive alignment, navigate negotiations, and close business.

• Hire and raise the bar. Recruit talented AEs, accelerate ramp, recognize strong performance, and address gaps with direct feedback and clear expectations.

• Improve how we operate. Partner with Marketing, Customer Success, Revenue Operations, and Product to sharpen territory plans, remove friction, and bring customer insights into the business.

What you bring

• 5+ years of B2B sales experience, including success selling SaaS to mid market customers, and 2+ years leading quota carrying sellers.

• A record of delivering team results and improving seller performance through effective training, coaching, and direct feedback.

• Experience leading inbound new business and existing customer expansion, with a demonstrated record of accurate forecasting.

• Proven personal closing success and strong sales IQ. You can help AEs navigate complex opportunities and directly influence outcomes with customers.

• The ability to prioritize effectively, balancing active deal involvement and daily pipeline management with protected time for training and coaching. You combine high standards with investment in your people.

• Experience in digital experience analytics or adjacent software categories is valuable. Curiosity and the ability to learn a new market matter.

How success will be measured

Consistent revenue delivery across new business and expansion, healthy pipeline, accurate forecasts, and measurable improvement in seller capabilities. Your impact should be visible in both results and team development.

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