Sales Manager, Mid-Market

How We Work

Four principles guide us

• Velocity. Optimize for rate of learning. Take action, get feedback, get better.
• Hospitality. Sweat the experience. Delight customers, candidates and colleagues, even when it’s inconvenient.
• Transparency. Public unless private. Share context openly within the company so people and agents can take initiative.
• End-to-end. Deliver outcomes, not tasks. Step beyond your job description and see the work through.

The Role

We’re hiring our first dedicated Mid-Market Sales Manager in New York City, alongside a counterpart in San Francisco. Each manager owns revenue, people, and performance for the Mid-Market segment in their market; in New York City, you’ll report to the VP Sales. The playbook is largely written and productive AE teams are already in place, but neither market has a finished system.

You’ll build on that foundation with a high-agency team that moves fast and owns its pipeline. In your first three months, you’ll work with Recruiting to fill open roles, assess each rep’s development needs, and show measurable impact on the segment forecast through hands-on deal coaching and a stronger operating cadence.

Key ownership areas

• Own Mid-Market quota, revenue performance, and the segment forecast in New York City.
• Recruit, onboard, lead, coach, and develop quota-carrying Mid-Market AEs, partnering with Recruiting to fill open roles and creating individual development plans from a team gap analysis.
• Reinforce pipeline generation standards and MEDDPICC deal qualification, adapting the existing playbook to the team’s needs rather than building a new one from scratch.
• Run pipeline-generation prep and wrap-ups, weekly pipeline and forecast reviews, and the reporting needed to see where performance needs attention.
• Work alongside reps on live deals, offering direct coaching that improves deal conversion and consistency; partner with sales enablement and PMM to turn training and methodology into daily practice.

What You Bring

• A record of leading quota-carrying sales teams to consistent quota performance in a high-velocity motion, with the ability to have an impact from the start.
• The ability to identify, attract, and develop strong AE talent in a competitive hiring market, and to give direct, real-time coaching on deals.
• Experience holding a high bar for pipeline generation and MEDDPICC qualification while giving high-agency reps room to own their work.
• A builder’s approach to improving operating rhythms, reporting, and an existing sales playbook rather than relying on a finished system.
• A growing operational playbook and readiness for second-line leadership or an expanded-region role within 12 months.

What We Offer

• The best co-workers you’ll ever have, in an environment that fosters cohesion, collaboration, and performance.
• Supreme rate-of-learning as we re-orient how the world works with AI.
• High compensation, through cash and equity.
• All the benefits you’d expect and more.