Sales Manager - Tech background

Responsibilities:Build, lead, and coach a high-performing team of full-cycle AEs focused on mid-market and enterprise new businessOwn and exceed a multi-million-dollar new ARR target with disciplined pipeline, forecasting, and executionLead from the front: forge relationships with strategic account stakeholders and be on calls with your team weeklyStand up a repeatable mid-market GTM playbook across both SLED and CorpPartner tightly with Executive Leadership, Marketing, and Product to refine ICP, messaging, and pricing based on live dealsBuild the operating system for the team: territories, outbound strategy, qualification standards, deal reviews, and performance managementSet a high bar for culture: how we prepare, run calls, follow up, forecast, and celebrate winsIn your first 12 months you will:Hire, onboard, and ramp a team of AEs focused on mid-market and enterprise accountsBuild pipeline to 3x–4x coverage on your team’s ARR target and consistently beat planLand lighthouse customers that become references and design partners for future growth and product iterations.Skills and qualifications:5–10 years of B2B sales experience, including 2+ years managing high-performing AEsProven track record leading mid-market teams (typically 3–8 reps) with complex, multi-stakeholder deals and meaningful ACVExperience selling software, security, or enterprise technology to operational and technical buyersYou’ve built or scaled a motion before: stood up process, hired great people, and been accountability for managing growthA hands-on leadership approach: You enjoy being in deals, giving live coaching, and iterating on the playbook based on what worksFluent with modern GTM tools (ZoomInfo or similar, LinkedIn Sales Navigator, HubSpot or similar CRM) and the activity/productivity standards that go with themThrives in fast-paced, ambiguous environments and a preference to build rather than inherit a 200-rep machineStrong communication skills with the ability to influence stakeholders at all levels internally and externallyAbility to work in an onsite environment