Director, Mid-Market Sales

TL;DR

Director, Mid-Market Sales (SaaS): Leads high-performing team for new logo acquisition and expansion across US Mid-Market segment with an accent on segment strategy, data-driven sales motion, and revenue targets. Focus on hiring/developing sales managers and executives, pipeline generation, forecast accuracy, and cross-functional collaboration.

Location: Remote (US) with occasional business travel

Salary: $100-120k base annually

Company

Leading provider of mission-critical background screening, drug screening, and identity solutions to Fortune 100 and Global 500 brands undergoing technology transformation.

What you will do

• Define Mid-Market coverage model, territories, vertical focus, and annual go-to-market plan.
• Establish operating cadence including forecast, pipeline, and deal reviews for predictable bookings and seller productivity.
• Hire, onboard, develop front-line sales managers and account executives; coach to behaviors and outcomes.
• Own segment forecast, drive qualification, stage progression, and pipeline coverage with Marketing and SDR teams.
• Collaborate with RevOps, CS, Implementation, Product, and Pricing for optimized processes and customer outcomes.
• Ensure governance, compliance, ethical selling, and budget management.

Requirements

• 10+ years B2B sales experience with 5+ years leading managers/multi-region teams in SaaS, data, or technology-enabled services
• Proven success scaling Mid-Market: territory design, quota setting, pipeline generation, forecast accuracy, over-achievement
• Track record recruiting, developing, retaining sales talent and creating coaching frameworks
• Expert in value-based/solution selling, C-suite engagement, negotiation, deal-structuring

Culture & Benefits

• Work remotely with occasional business travel
• Medical, Vision, Dental, supplementary benefits
• 401k with employer match, Employee Stock Purchase Plan
• Competitive PTO and 9 paid company holidays
• Access to tech/growth opportunities and supportive leadership
• Performance culture grounded in authenticity, curiosity, integrity, teamwork, customer-inspired values