Why This Job is Featured on The SaaS Jobs
This Director of Mid-Market Sales (Government) role stands out as a SaaS leadership position focused on translating a repeatable sales motion into a regulated, stakeholder-heavy segment. The remit spans building a new AE team and driving predictable outcomes through territory planning, pipeline creation, and disciplined forecasting—work that sits at the center of how SaaS companies operationalise revenue in vertical markets.
For a SaaS career, the long-term value is in owning the management layer between strategy and execution. The role signals meaningful exposure to cross-functional coordination with Sales Engineering, Marketing, Implementation, Customer Success, and Product—an important skill set in subscription businesses where handoffs and retention economics shape how sales should be run. The emphasis on tooling (Salesforce, Clari, Domo) also reinforces modern revenue operations fluency that transfers across SaaS organisations.
This position is best suited to a sales leader who prefers coaching-led management, structured inspection of activity and pipeline, and hands-on participation in deals via 1:1s and opportunity support. It will fit someone ready to formalise process for a growing team while partnering closely with senior sales leadership on alignment, win-rate improvement, and forecast accuracy in an in-office environment.
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
