Why This Job is Featured on The SaaS Jobs
Enterprise SaaS sales leadership roles that sit between frontline execution and broader go-to-market strategy are pivotal in the ecosystem, and this Director of Mid-Market Sales position reflects that. The remit spans building and guiding a new AE team, translating targets into operating plans, and tightening the connection between pipeline creation and predictable outcomes—core mechanics in subscription revenue businesses.
From a career perspective, the role offers durable SaaS leadership exposure: coaching reps through multi-stakeholder deals, establishing territory discipline, and running a forecasting rhythm that leadership can rely on. Hands-on use of Salesforce alongside reporting and forecasting tools (Domo, Clari) also signals an environment where revenue operations practices matter, building experience that transfers across mid-market SaaS motions and adjacent segments.
This role tends to suit a manager who prefers being close to the deal cycle and rep development while also influencing cross-functional partners like Marketing, Sales Engineering, Implementation, Customer Success, and Product. It aligns with someone ready to formalise team standards—pipeline hygiene, activity management, and structured 1:1 coaching—within an in-office cadence and a metrics-driven operating model.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Responsibilities
- Lead, coach, and inspire a new team of highly motivated Account Executives, providing the guidance and support necessary to achieve revenue goals
- Design and implement strategic plans to reach sales targets
- Provide management with detailed and accurate sales forecasting week over week
- Measure, manage, and drive individual and team activities, pipe generation, and goal attainment
- Coach and mentor each team member through weekly 1:1s and participating in their opportunities
- Ensure team members develop, maintain, and execute effective territory plans
- Work collaboratively across functions including Sales Engineering, Marketing, Implementation, Customer Success, Product, and Sales Leadership
- Partner with VP of Sales and other sales directors to identify and execute strategic plans that create better alignment, increase win rate, and grow revenue
Qualifications
- 2+ years’ experience leading a sales team
- 3+ years’ of direct SaaS selling experience
- Experience with enablement, training, and mentoring new hires
- Ability to lead a team in aggressively sourcing and creating pipeline by leveraging organizational best practices and tools
- Experience using Salesforce to track team activity and opportunity management (We also use Domo for reporting and Clari for pipeline management/forecasting.)
- Experience with multi-stakeholder sales across a variety of industries
- Knowledge of strategic selling, sales methodologies, and sales industry best practices
- High EQ and strong strategic planning skills, with an ability to manage by influence
- Outstanding written and verbal communication skills
- In Office Position
