Sales Manager, Mid-Market

About the Team 

Our Mid-Market Client Account Executive team leads customer expansion, renewal commercial negotiations, and cross-sell attachment of current Outreach customers that have 1,000 - 5,000 employees. We are product experts and ambassadors for Outreach. We build deep knowledge and understanding of our customers' goals and pain points to enable them to have the insights to Create & Close pipeline through the Outreach Sales Execution Platform. 

Our team focuses on value-based selling, building compelling business cases that showcase undeniable ROI. We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together. We work closely together to champion our customers, share success stories, celebrate our wins, and share goals. 

About the Role 

As a Sales Manager, Mid-Market, your primary performance outcome is customer expansion. You will empower the team to take ownership of their business, source 90% of their own pipeline, develop strategic territory plans, and exceed quota. You will coach sellers to execute a structured sales process, identify customer pain points, and tailor account strategies to align with business goals. Leading a team of 5-7 AEs, each with up to 30 customers, you’ll provide mentorship, deal coaching, and executive alignment to drive account health and expansion.  

Location: California, Texas and Washington preferred, open to major cities in the US including San Francisco Bay Area, Los Angeles, Austin, Dallas, Houston, Seattle, Denver, Chicago, Atlanta, NYC

Your Daily Responsibilities

• Foster a high-performance culture of accountability, self-development, and teamwork. 
• Teach sellersto develop and execute strategic account and territory plans that drive quota achievement. 
• Guide the CAEs in effective prospecting, leveraging tools like Outreach, 6Sense, ZoomInfo, and LinkedIn. 
• Train sellers to lead high-impact discovery calls with senior executives (CEO, CRO, CFO, CMO, VP of Sales Ops). 
• Train sellers in effective commercial strategy to maximize revenue retention and growth at renewal while reinforcing long-term customer value and commitment. 
• Coach CAEs to deliver compelling product demos and articulate Outreach’s value proposition. 
• Drive deal momentum within a 60-180 day sales cycle. 
• Identify and mitigate deal risks using the MEDDPICCmethodology. 
• Accurately forecast deals and team attainment using Outreach’s forecast methodology. 

What We’re Looking For

• 2+ years of experience leading high-performing sales teams with a strong track record of customer growth. 
• Success winning deals north of $500,000 ARR, and experience selling to companies with 1,000-5,000 employees. 
• Results-driven coach and mentor with a history of developing top sales talent. 
• Proven ability to lead teams to consistently achieve sales targets. 
• Experience in a closing role before transitioning to leadership. 
• Background in managing existing customers, renewals, and multi-stakeholder sales processes. 
• Ability to develop business cases and ROI documentation. 
• Proficiency in Outreach.io, Salesforce, ZoomInfo, and LinkedIn. 

Join our dynamic team and be a part of our journey to revolutionize the Sales landscape with our innovative Sales Execution solutions. If you are a passionate and driven sales leader with a knack for enterprise sales, we want to hear from you! 

Compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $200,000 - $255,000 USD. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the size of the book of business being managed, candidate's skills, and qualifications.  We have a location-based compensation structure; there may be a different range for candidates in other locations. 

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