Manager - Mid Market Sales
New
United States & CanadaFull-TimeManager
Salary$258k-$335k per year
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Job Details
- Experience
- 5+ years
- Required Skills
- Artificial IntelligenceRESTful APIsComplianceHubSpot
Requirements
- Led quota-carrying AEs for at least 2 years
- 5+ years of SaaS sales experience overall
- Comfortable managing sellers who operate across inbound and outbound channels
- Experience selling $50K+ deals into complex organizations
- Strong grasp of selling flexible, horizontal platforms (like Zapier)
- Credible with both IT and business stakeholders
- Comfortable discussing APIs, integrations, AI, compliance, and platform extensibility
- Thrives in evolving environments and brings structure to ambiguity
- Experience building or scaling sales motions
- Understands the impact of AI and automation in modern sales and customer workflows
- Strong communicator who builds trust, aligns internal stakeholders, and fosters cross-functional success
- Models accountability and clarity in a remote-first setting
- Mission-aligned with Zapier’s mission to democratize automation
Responsibilities
- Lead and Develop a High-Performing Emerging AE Team
- Manage a team of Account Executives selling Zapier’s automation platform to customers in the 1–999 employee range
- Guide the team to success across an inbound motion, ensuring consistent attainment of revenue goals
- Hire and Onboard Exceptional Talent
- Recruit, coach, and ramp quota-carrying AEs with strong product acumen, technical fluency, and a builder mindset
- Coach for Full-Funnel Mastery
- Provide hands-on coaching across pipeline generation, discovery, multi-threading, and closing
- Elevate Strategic Execution
- Oversee AE execution of strategic adoption plans with support from Solutions Engineers, Customer Success, Marketing, and Product
- Operational Excellence
- Drive rigor in pipeline inspection, forecasting, and activity hygiene using tools like HubSpot
- Collaborate Cross-Functionally
- Partner with Product Marketing, Demand Gen, RevOps, and Engineering to deliver effective go-to-market strategies
- Act as a Customer Champion
- Maintain executive-level relationships with high-potential accounts and bring customer voice back to Product
- Refine and Scale Playbooks
- Codify what works—sharpen our approach to horizontal use cases, improve qualification and objection handling frameworks, and build repeatable sales motions
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