Sales Manager - Mid-Market, AMER

We’re building the next generation of enterprise software and we’re starting with a suite of products that help talent leaders, recruiters, and managers achieve hiring excellence.

We are a well funded Series C company backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have over 1,500 amazing customers including Ramp, Deliveroo, Notion and Reddit and we are growing >100% YoY. (We'll be happy to discuss why on our first call.)

We have multiple products with more to come and our sales process allows us to both land-end-expand and win material new business deals. We have a large market opportunity, and are looking for our first dedicated segment leader for our Mid-Market (100-750 employee) team in AMER to help us maximize our opportunity with this significant segment.

The best part about Mid-Market is the combination of high velocity and high value deals and we're already very good at winning both! Plus we've got 3 awesome Mid-Market AEs today and you'll help us scale this up materially.

About this Role

We are seeking an experienced SaaS Sales Manager in North America to lead our Mid-Market Sales team. There are three primary responsibilities that this sales leader will take on:

1. Be accountable for the revenue results of the segment. Understand the primary revenue drivers for the segment, focus your team's energy on high-impact activities, and partner with Marketing on pipeline generating initiatives.

2. Provide consistent coaching to enable all sales reps to achieve their full potential. Identify themes for improvement with individuals and at the team level. Help reps grow in their sales career.

3. Make high quality hires in lock step with market demand. In general we believe that smaller, high caliber teams can achieve remarkable results.

In this role, you’ll report to our VP of Sales (Mike Clapson) and have significant impact in defining our go-to-market strategy in partnership with other leaders from Marketing and Customer Success. If we are even moderately successful relative to our ambition, we'll have an incredible growth story to tell in just a few years!

You could be a great fit if:

• 💰 You’ve managed a team of Account Executives delivering $5M/yr+ of ARR contribution at a growth-stage SaaS company.

• 🥇 You have a proven track record of hiring and onboarding new sales reps who quickly become top performers. You challenge and support them to continue to grow their careers.

• 👩‍🏫 You’re a teacher and a coach who loves helping reps hone their craft. You can quickly identify skill or knowledge gaps and deliver coaching that is empathetic and drives tangible improvement.

• 📊 You have a strong mental model for what sales excellence looks like. At the same time, you're a lifelong learner and are open to new ideas and experimentation.

• 🤝 You are comfortable jumping into deals to establish executive relationships with customers. You do so without ‘boxing out’ your team.

• ⚙️ You have an operational mindset and have identified bottlenecks and implemented solutions to accelerate deal flow. You love working with Revenue Ops to continually refine process and tools.

• 🤓 You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories.

Bonus

• You have run sales teams in both sales-led and product-led go to market motions

• You were an Enterprise AE and so have considerable deal strategy experience

• You have sold complex platform applications to Talent and/or People leaders

You shouldn't apply if:

• You're a dashboard-and-forecast manager who doesn't like to get into the deals and daily operations

• You're not keen on learning our substantial product. "That's for SEs" isn't how we approach things here.

Our Philosophy

Here are a few key points that should give you an idea of what it is like to work with us:

• We're highly collaborative and we believe in a team-based sales motion to maximize our win rates on high impact deals

• We believe in developing subject matter expertise (not just on our product but also the TA space broadly) which allows us to provide a differentiated buyer experience

• We continue to make material investments in engineering and product because we know at the end of the day, having the best product makes winning new customers easier

We value a strong sense of ownership, principled thinking over decades of experience, and thoughtful & clear communication both internally and with cu