Director Sales - Mid Market
First Advantage Global operating Centre•US_Georgia Virtual, GA
•$100,000 - $120,000•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.
Benefits
- Ability to work remotely with occasional business travel.
- Medical, Vision, Dental, and supplementary benefit plans
- 401k with an employer match
- Employee Stock Purchase Plan (ESPP)
- Competitive and flexible Paid Time Off (PTO)
- 9 paid company holidays
- Access to tech and growth opportunities, and leaders who want you to succeed!
- Professional development opportunities, such as our award-winning SOAR program
- Volunteer Time Off (VTO) Policy to encourage involvement in philanthropic activities
- Global Employee Assistance Program (EAP) available to all team members
- Opportunities to connect with colleagues across six Employee Impact Groups and participate in Employee Experience events throughout the year
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
