Manager, Mid-Enterprise Sales (Central)
Location: United States
Workplace: RemoteFull-TimeManager
Salary182,000 - 260,000 USD per year OTE
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Job Details
- Experience
- 2+ years of experience managing quota-carrying SaaS Account Executives; 5+ years of B2B SaaS sales experience preferred.
- Required Skills
- SalesforceNegotiation
Requirements
- 2+ years of experience managing quota-carrying SaaS Account Executives.
- 5+ years of B2B SaaS sales experience preferred.
- Proven track record of meeting or exceeding team revenue targets and improving rep productivity.
- Experience selling into mid-market, commercial, or Mid-Enterprise customers.
- Strong understanding of pipeline generation, opportunity qualification, deal inspection, forecast management, and sales operating cadence.
- Demonstrated ability to coach reps through discovery, business-value selling, technical buyer alignment, objection handling, negotiation, and closing.
- Experience working with technical products or strong aptitude to quickly learn complex technical concepts.
- Preference for experience selling to developer, engineering, DevOps, security, platform engineering, infrastructure, or IT personas.
- High integrity, team-first mentality, strong written communication, excellent listening skills, and comfort operating in a remote-first environment.
- Experience with Salesforce and sales engagement/forecasting tools such as Clari, ZoomInfo, Outreach, Sales Navigator, Gong/Chorus, Sigma, or similar platforms preferred.
Responsibilities
- Lead, coach, motivate, and develop a team of Mid-Enterprise Account Executives to achieve sales and pipeline targets.
- Own Central region revenue execution across net-new ARR, expansion, qualified opportunity creation, and forecast accuracy.
- Run a disciplined weekly operating cadence across forecast reviews, pipeline inspection, deal strategy, rep 1:1s, call review, and performance coaching.
- Recruit, onboard, enable, and support top-tier Account Executives in partnership with Talent, Enablement, RevOps, and Sales leadership.
- Evaluate AE performance and provide clear coaching and guidance to improve productivity, customer engagement, and sales execution.
- Inspect and validate opportunity health, including stage accuracy, forecast category, close date, value, next step, champion, economic buyer, compelling event, competitive risk, and close plan.
- Help AEs generate interest in Docker commercial products, qualify inbound and outbound opportunities, and expand relationships with existing customers through additional products and services.
- Spearhead growth and adoption of Docker within the existing user base by helping AEs translate product usage, developer signals, security needs, and business priorities into commercial opportunities.
- Partner cross-functionally with Sales Engineering, Customer Success, Renewals, Marketing, Revenue Operations, Product, and Channel teams to improve customer outcomes and scale repeatable plays.
- Share field feedback with Product and Marketing to inform roadmap, messaging, enablement, campaigns, and competitive positioning.
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