Director, Mid-Market Sales

First Advantage•Atlanta, GA

3d•$100 - $120•Remote

About The Position

The Director, Mid-Market Sales leads a high‑performing team responsible for new logo acquisition and expansion across the US Mid‑Market segment. This leader will set the segment strategy, hire and develop front‑line managers and account executives, operationalize a data‑driven sales motion, and consistently deliver bookings and revenue targets. The ideal candidate brings proven success building pipeline, driving disciplined execution across the full sales cycle, and elevating a value‑based, solution‑oriented sales approach.

Requirements

10+ years of B2B sales experience with 5+ years leading managers and/or multi‑region seller teams in SaaS, data, or technology‑enabled services.
Demonstrated success building and scaling Mid‑Market motions: territory design, quota setting, pipeline generation, forecast accuracy, and consistent over‑achievement to plan.
Proven ability to recruit, develop, and retain high‑performing sales talent; track record of elevating managers and creating repeatable coaching frameworks.
Expert command of value‑based/solution selling and C‑suite executive engagement; strong negotiation and deal‑structuring skills.

Responsibilities

Define Mid‑Market coverage model (territories, vertical focus, partner/alliances motion) and annual GTM plan.
Establish operating cadence (forecast, pipeline, deal reviews, win/loss) with a focus on predictable bookings, seller productivity, and cycle‑time reduction.
Hire, onboard, and develop front‑line sales managers and account executives; set clear expectations and coach to behaviors and outcomes.
Build a performance culture grounded in FA values (Authenticity, Curiosity, Integrity, Teamwork, Customer‑Inspired).
Attract and retain diverse, top‑tier sales talent; succession plan for critical roles.
Own segment forecast; drive discipline in qualification, stage progression, and risk mitigation.
Partner with Marketing on demand creation and with SDR/BDR leadership on prospecting effectiveness to ensure healthy, segment-right pipeline coverage.
Guide managers on coaching big bets, negotiation strategy, and executive alignment; personally engage on top strategic opportunities.
Work with RevOps to refine territories, quotas, comp levers, and dashboards; ensure data quality and actionable insights.
Partner with CS and Implementation to ensure seamless handoffs and measurable customer outcomes.
Provide structured feedback loops to Product and Pricing for Mid‑Market needs.
Ensure adherence to pricing, discounting, contracting, and approval policies; model ethical selling.
Manage to budget; optimize headcount and investment for ROI.