Director, Sales

About the Role

As Director of Mid-Market Sales, you will lead and elevate our mid-market sales organization, driving performance, consistency, and execution excellence across the segment.

This is a leadership role focused on developing talent, sharpening sales rigor, and building a repeatable, high-performing motion. You’ll coach a team of already-performing Account Executives to win complex deals, deepen discovery, improve close rates, and consistently exceed targets.

This role is ideal for a sales leader who thrives in high-accountability environments, loves developing talent, and knows how to build discipline and performance into a scaling mid-market team.

What You’ll Do

• Own mid-market revenue performance, ensuring the team consistently hits and exceeds monthly and quarterly targets.
• Coach and develop Account Executives to improve discovery, objection handling, deal strategy, and closing effectiveness.
• Elevate call quality through regular deal reviews, call coaching, and structured feedback loops.
• Improve pipeline hygiene, forecasting accuracy, and overall sales execution rigor.
• Identify skill gaps and implement targeted enablement programs to raise performance across the team.
• Refine messaging, positioning, and demo execution to increase conversion rates and ACV.
• Lead by example in strategic deals, modeling best-in-class mid-market selling behavior.
• Establish clear performance standards and accountability across the team.

What You’ll Bring

• 6+ years of B2B SaaS sales experience, with 2+ years leading mid-market or enterprise AEs.
• Strong track record of improving rep performance through hands-on coaching.
• Experience scaling and optimizing mid-market sales motions.
• Proven ability to drive forecast accuracy and operational rigor.
• Deep expertise in discovery-led, consultative sales.
• Ability to diagnose pipeline issues and implement corrective action quickly.
• Clear, confident communicator who can raise the bar on performance standards.
• High ownership mentality and comfort operating in fast-moving, in-office environments.

Who You Are

• Coach first, manager second: you measure your success by how much better your reps get.
• Obsessed with deal quality, not just deal volume.
• Direct and high-accountability: you don't shy away from tough performance conversations.
• Energized by mid-market complexity: real selling skill, fast cycle times, operational discipline.
• In the weeds on calls, pipeline, and deal strategy, not managing from a dashboard.
• Builder mentality: you want to create something, not maintain it.
• High ownership, low ego: you do whatever it takes to make the team win.
• In-office, engaged, and eager to lead from the front at our NYC location full-time.

Benefits

• Comprehensive medical, dental, and vision insurance
• Company-sponsored 401(k) through Vestwell
• Flexible PTO plus U.S. federal holidays
• Company-wide off-sites
• Monthly wellness stipend
• Daily in-office lunch through Parkday
• Dinner covered when working late
• Commuter benefits and late-night rideshare
• Standing desks and workspace accommodations available on request
• All core tools and software provided

Compensation

The expected on target earnings for this role is $350,000-$400,000 with final compensation based on experience, skills, and qualifications determined during the interview process. Avoca’s total compensation package includes base salary, bonus, equity, and a comprehensive suite of benefits and perks. Our Recruiting team will share the full details as you progress through our hiring process.

Why Avoca

At Avoca, you’ll be part of a team that’s building a category-defining company at the center of a massive market opportunity. We’re a fast-moving, collaborative team with a culture designed for builders who thrive on speed, iteration, and impact.