Mid-Market Sales Manager

TL;DR

Mid-Market Sales Manager (Legal AI): Lead commercial sales strategy and drive revenue growth for a legal AI platform with an accent on building high-performing teams and closing mid-market deals. Focus on designing scalable processes, strategic deal execution, and cross-functional collaboration to exceed revenue targets.

Location: Must be based in the United States or Canada. Remote role, hybrid (in-office Mondays, Wednesdays, Fridays) if within 50 miles of San Mateo, CA or Provo, UT offices.

Compensation: $277,000 – $327,000 OTE (US-based range).

Company

Fastest-growing legal AI platform for in-house legal teams, used by 1,300+ companies including 150+ public companies and unicorns like News Corp, Miro, and Vercel. Recently raised $60M Series B at $555M valuation.

What you will do

• Develop and execute mid-market sales strategy targeting in-house legal teams to drive pipeline and close high-value deals.
• Recruit, train, and mentor high-performing sales team, fostering accountability and excellence.
• Identify, pursue, and close strategic deals using consultative selling and relationship-building.
• Optimize sales processes including pipeline management, forecasting, and deal structuring.
• Collaborate with Marketing, Product, Customer Success, and Partnerships to align go-to-market strategies.
• Track KPIs like quota attainment, deal size, sales cycle, and win rates to drive data-driven decisions.

Requirements

• 7+ years in mid-market B2B SaaS sales, 3+ years in sales leadership
• Proven track record leading teams to exceed revenue targets in high-growth startups or scale-ups.
• Experience recruiting, training, and managing mid-market sales teams.
• Ability to design sales strategies, processes, and tools for predictable revenue growth.
• Exceptional communication for engaging C-level stakeholders like General Counsel and CLOs.
• Strong analytical skills to leverage data for sales optimization; self-starter in fast-paced environments.

Nice to have

• Experience selling to in-house legal teams or legal tech market knowledge.
• Familiarity with AI-driven software or legal text processing.
• Proficiency with enterprise sales tools and methodologies like MEDDICC.
• Track record contributing to sales playbooks or training programs.

Culture & Benefits

• High-performing team with real ownership, influence, and visibility into company initiatives from day one.
• Guiding principles: 1% better every day, customer obsession, ship today, find a way, care deeply, own it completely.
• Competitive base salary, commission, equity, and exceptional benefits benchmarked to market data.
• Thrive in fast-paced, ambiguous environments with urgency, ownership, and good judgment.