Director, Mid-Market Sales

About AvocaAvoca is transforming how home service companies engage with their customers. Our AI-powered conversational agents handle every high-value inbound call, including booking jobs, qualifying leads, and driving higher revenue—all at a speed and consistency unmatched by human call centers.We’ve expanded to 100 employees in under two years, backed by a high-energy, in-office culture across our NYC headquarters and Santa Barbara office. In a $500B+ market where missed calls mean lost business, we’re building the category-defining platform for AI-driven customer engagement.We’re serving the largest brands in home services, and grew 10x in 2025. With a high-performance, in-office team in NYC, we’re moving fast to capture a massive, underserved market where 85% of missed calls go to competitors. Every hire here has an immediate and visible impact.About The RoleAs Director of Mid-Market Sales, you will lead and elevate our mid-market sales organization, driving performance, consistency, and execution excellence across the segment.This is a leadership role focused on developing talent, sharpening sales rigor, and building a repeatable, high-performing motion. You’ll coach a team of already-performing Account Executives to win complex deals, deepen discovery, improve close rates, and consistently exceed targets.This role is ideal for a sales leader who thrives in high-accountability environments, loves developing talent, and knows how to build discipline and performance into a scaling mid-market team.What You’ll DoOwn mid-market revenue performance, ensuring the team consistently hits and exceeds monthly and quarterly targets. Coach and develop Account Executives to improve discovery, objection handling, deal strategy, and closing effectiveness. Elevate call quality through regular deal reviews, call coaching, and structured feedback loops. Improve pipeline hygiene, forecasting accuracy, and overall sales execution rigor. Identify skill gaps and implement targeted enablement programs to raise performance across the team. Refine messaging, positioning, and demo execution to increase conversion rates and ACV. Lead by example in strategic deals, modeling best-in-class mid-market selling behavior. Establish clear performance standards and accountability across the team. What You’ll Bring6+ years of B2B SaaS sales experience, with 2+ years leading mid-market or enterprise AEs. Strong track record of improving rep performance through hands-on coaching. Experience scaling and optimizing mid-market sales motions. Proven ability to drive forecast accuracy and operational rigor. Deep expertise in discovery-led, consultative sales. Ability to diagnose pipeline issues and implement corrective action quickly. Clear, confident communicator who can raise the bar on performance standards. High ownership mentality and comfort operating in fast-moving, in-office environments. Who You AreCoach first, manager second: you measure your success by how much better your reps get. Obsessed with deal quality, not just deal volume. Direct and high-accountability: you don't shy away from tough performance conversations. Energized by mid-market complexity: real selling skill, fast cycle times, operational discipline. In the weeds on calls, pipeline, and deal strategy, not managing from a dashboard. Builder mentality: you want to create something, not maintain it. High ownership, low ego: you do whatever it takes to make the team win. In-office, engaged, and eager to lead from the front at our NYC location full-time. BenefitsComprehensive medical, dental, and vision insuranceCompany-sponsored 401(k) through VestwellFlexible PTO plus U.S. federal holidaysDaily in-office lunch through ParkdayDinner covered when working lateCommuter support including transit reimbursement and late-night rideshareStanding desks and workspace accommodations available on requestAll core tools and software providedWhy AvocaAvoca is building a category-defining company at the center of a massive, underserved market. You will join a senior leadership team that values speed, ownership, and craftsmanship—where your work will have a direct and visible impact on the trajectory of the business. If you are looking for a role where you can shape the strategy, build the team, and define how an industry-leading company delivers for its clients, this is it.Compensation Range: $250K - $350K