Sales Manager, Mid-Market

Job Description

• Pipeline Creation and Management: Develop and implement strategies to ensure AEs build and maintain a robust sales pipeline, achieving 4x pipeline coverage at any given point.Develop and implement strategies to ensure AEs build and maintain a robust sales pipeline, achieving 4x pipeline coverage at any given point. • Sales Process Discipline: Enforce a rigorous sales process where Salesforce notes are up-to-date, all steps are followed before advancing opportunities, and deep discovery is completed. • Deal Support and Partnership: Be deeply involved in critical deals, acting as a sparring partner for AEs to strategize and ensure successful deal closure. • Ramp and Coaching Programs: Design and execute specialized onboarding programs with clear ramp goals for new AEs, and implement targeted coaching programs for existing AEs to ensure continuous improvement and high performance. • Performance Monitoring and Accountability: Regularly inspect and enable the sales team, jumping in when necessary to provide guidance and maintain accountability for sales targets and process adherence. • Collaboration with GTM Teams: Work closely with marketing, product, and customer success teams to ensure seamless collaboration and alignment on sales initiatives and customer needs.

Qualifications

• B2B SaaS sales experience • Experience managing a winning mid-market sales team • Strong communication skills, operate with ethics, adaptability, grit and empathy • Experience working with IT, Security, GRC or similar technical buyers a plus • Have sold to companies +1000 and know how to navigate buying process at larger organizations • Nimble and want to be in a start-up environment where resources still need to be built or refined • Salesforce.com hygiene and deal management rigor, you know the tools that will help you win

Benefits

• Remote work culture (+/-4 hours Pacific Time) • Medical, Vision, & Dental coverage covered by Lumos • Company and team bonding trips throughout the year fully covered by Lumos • Optimal WFH setup to set you up for success • Unlimited PTO, with minimum time off to make sure you are rested and able to be at your best • Up to (4) months off for both the Birthing & Non-birthing parent • Wellness stipend to keep you awesome and healthy • 401k contribution plan