Manager, Mid-Market Sales

About the Opportunity – Manager, Mid Market Sales

Employ is seeking a Manager, Mid-Market Sales to lead and develop a team of high-performing Account Executives focused on new logo acquisition within the mid-market segment.
Reporting directly to the SVP of Sales, this role will be responsible for driving team quota attainment, forecasting accuracy, pipeline generation, and overall sales execution. Just as importantly, this leader will help shape and scale a high-activity outbound sales culture where the phone remains a core driver of pipeline and growth.
This is a highly visible leadership opportunity for someone who thrives in fast-paced SaaS environments, loves coaching and developing talent, and understands how to build repeatable outbound success at scale.
The ideal candidate is equal parts coach, strategist, motivator, and operator — someone who can inspire a team while also holding a high standard for execution, accountability, and results. 

About the Team:

• You’ll lead a high-performing Mid-Market sales team focused on driving new business growth through disciplined outbound execution and consultative selling. This is a metrics-driven, high-activity environment where accountability, coaching, and continuous improvement are core to success. The team is deeply collaborative and plays a critical role in scaling pipeline, revenue, and repeatable sales performance across the organization. 

What You'll Do:

Lead & Develop a High-Performing Team 

• Coach and develop Mid-Market AEs through 1:1s, pipeline reviews, and call coaching 

• Build a culture of accountability, collaboration, and continuous improvement 

• Hire, onboard, and ramp new AEs as the team scales 

• Identify gaps and partner cross-functionally on enablement and training 

Build & Scale Outbound Excellence 

• Lead a high-activity outbound motion to generate pipeline 

• Set and manage key activity metrics (calls, connects, conversions) 

• Run call coaching, blitzes, and outbound workshops 

• Refine messaging, objection handling, and call strategies using data and tools like Gong 

Drive Pipeline & Forecast Accuracy 

• Own pipeline health and coverage against targets 

• Lead forecast calls, pipeline inspection, and enforce accountability 

• Partner with SDR, Marketing, and RevOps on pipeline generation 

• Ensure strong Salesforce hygiene and analyze performance metrics and conversion trends 

Support Strategic Deal Execution 

• Act as a point of escalation for complex deals 

• Coach AEs on discovery, objection handling, and positioning 

• Reinforce consultative selling practices 

• Collaborate cross-functionally to drive deal success and maintain market insight

What You Bring:

• 7+ years of B2B SaaS sales experience, including multiple years leading quota-carrying sales teams 

• Proven success managing outbound-focused, new business sales organizations 

• Demonstrated experience building high-performance outbound cultures with measurable improvements in activity, pipeline generation, and revenue outcomes 

• Strong coaching and people development skills with a passion for helping sellers grow 

• Experience leveraging Gong, Salesforce, LinkedIn Sales Navigator, ZoomInfo, and modern sales engagement tools 

• Strong forecasting and pipeline management capabilities 

•  Excellent communication, leadership, and organizational skills 

•  Ability to thrive in fast-paced, high-growth environments 

Preferred Qualifications 

• Experience selling HR technology, ATS platforms, talent acquisition solutions, or HCM software 

• Familiarity with SPICED, MEDDIC, MEDDPICC, or similar sales methodologies 

• Experience working in high-growth or private equity-backed SaaS organizations 

• Experience scaling teams during periods of rapid growth or transformation 

• Familiarity with Outreach, Salesloft, or power dialing technologies