Mid-Market Sales Lead

Quick Facts

• Role: Mid-Market Sales Lead (Eastern US)
• Focus: Scaling Mid-Market AE organization and revenue outcomes
• Work style: Remote-first; must operate in EST time zone

Description

Own and scale a Mid-Market Account Executive (AE) organization across the Eastern US, driving revenue outcomes and team performance through repeatable, high-velocity sales motions. Define and execute go-to-market strategy, improve pipeline health and forecasting accuracy, and build sales playbooks tailored to voice AI / conversational use cases. Lead hands-on coaching while partnering cross-functionally to align positioning and expansion opportunities.

Responsibilities

• Define and execute go-to-market strategy for U.S. Mid-Market accounts (quotas, segmentation, territory design)
• Lead, coach, and scale Mid-Market AEs (recruiting, onboarding, enablement, performance management)
• Own pipeline health and forecasting; drive consistency and improve conversion rates across the funnel
• Develop and refine sales playbooks, motions, objection frameworks, and deal models for Mid-Market buyers
• Partner with Marketing, Product, Growth, and Customer Success to align positioning, messaging, and expansion opportunities
• Synthesize prospect and customer insights to inform GTM strategy and product roadmap decisions

Requirements

• 7+ years of SaaS or technology sales experience, including meaningful experience leading or scaling Mid-Market AE teams
• Proven success surpassing Mid-Market revenue targets in a velocity-oriented sales environment
• Strong command of sales metrics, funnel optimization, forecasting, and process rigor
• Experience selling technical, AI, or API-driven solutions to Director- and VP-level stakeholders
• Excellent communication skills and ability to influence across teams and seniority levels
• Comfort operating in fast-paced, ambiguous, high-growth environments with high ownership
• Ability to operate in EST time zones

Benefits

• Innovative, high-velocity culture focused on impact
• Professional development supported by an annual discretionary stipend
• Annual discretionary stipend for social travel and an annual team offsite
• Monthly co-working stipend if not located near major hubs