Mid-Market Sales Manager
About Middesk
Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle.
Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.
The Role:
As the Mid-Market Sales Manager at Middesk, you will oversee a team of Account Executives and be responsible for achieving the team’s revenue goals. Your mission will be to develop and implement sales strategies focused on creating value for our customers, while building a team culture centered on coaching, accountability and winning. Collaborating with SDRs, Marketing and Account Management, you will develop pipeline generation programs to drive both new business and expansion opportunities. Leveraging your strong forecasting skills, you will work closely with Finance to ensure Middesk’s goals and objectives are met. You will foster a strong, collaborative team culture - a winning team that all Account Executives aspire to join.
We follow a hybrid work model, and for this role, there is an expectation of 3 days per week in our NYC office. Candidates should be based within a commutable distance, as we believe in the value of in-person collaboration and building strong team connections while also supporting flexibility where possible.
What You'll Do:
Hire, onboard and coach a team of 6-8 MM Account Executives.
Coach individual AEs on their opportunities, using your strong sales acumen and financial services industry knowledge to help them develop into stronger sellers and win more deals.
Act as an executive on sales calls, building relationships with senior customer stakeholders and helping to close deals.
Instil and build upon an outbounding culture within the team, coaching reps on outbounding strategies and holding them accountable to activity and pipe creation goals needed to achieve requisite pipe coverage.
Develop pipeline generation initiatives in partnership with supporting cross-functional teams to ensure that the team has enough pipe coverage to hit their goals.
Establish a land & expand framework that enables our customers to use Middesk in new departments or for new use cases, or for new products that we launch.
Work in partnership with our product and engineering teams, ensuring they are aware of product requests and feedback from prospects and customers and are adjusting resources and roadmap to align with sales needs to achieve revenue goals.
Create a strong team culture of collaboration and accountability.
Work in partnership with RevOps, Finance and Revenue leadership to set goals for your team, align on core KPIs and deliver performance against those over time.
Identify areas of weakness in execution and strategy on your team, and work in partnership with other teams (RevOps, leadership, etc.) to develop and execute strategies to address those weaknesses.
Forecast your team’s revenue performance on a rolling two quarter basis.
What We’re Looking For:
7+ years of experience in technology / SaaS sales, including 3+ years of experience leading sales teams.
Proven success in hiring, onboarding, and developing talent in a high-growth environment.
Demonstrated success in working in the financial services space, selling to banks, credit unions and fintech customers, including managing complex relationships, influencing and negotiating at senior levels, and driving land-and-expand sales motions.
Experience in selling technical, data-heavy solutions with a usage/volume-based model, and the ability to engage with customers on technical topics.
Proven ability to use data to accurately forecast results, identify upsell and cross-sell opportunities, and drive business outcomes.
Extensive experience collaborating closely with account management, product, and marketing teams to enhance customer engagement and drive growth.