Mid-Market Division Lead

TJM Labs

4d•Remote

About The Position

TJM Labs is seeking a Mid-Market Division Lead to take full ownership of the commercial health of their Mid-Market segment. This includes responsibility for revenue, headcount, and all resourcing and pricing decisions that influence the segment's growth. The company is in a hyper-growth phase, developing a diverse portfolio of AI products for pharmacies nationwide. This role requires an individual to manage the overall strategy for the Mid-Market segment, determining pricing, allocating headcount, prioritizing account resourcing, and planning segment expansion. The position reports to the COO and offers significant autonomy to shape the segment's direction and build processes from the ground up.

Requirements

Experience owning revenue, headcount, or resourcing decisions for a business unit, book of accounts, or segment.
Comfortable evaluating staffing requests, pricing decisions, or deals based on their economic impact.
Track record of driving outcomes and influencing teams outside of a direct reporting line.
Experience partnering with Sales, Product, and Engineering as equals.
Comfortable enforcing standardization and process discipline while also building custom, relationship-driven solutions.
History of building process or infrastructure that didn't exist previously.
Comfortable reading and utilizing unit economics, margin, cost-to-serve, and ROI to make judgments.
4 to 6 years of professional experience, including prior ownership of a P&L, book of business, or revenue-accountable function, or equivalent startup experience with direct revenue accountability.
Bachelor's degree or equivalent experience.

Nice To Haves

Experience with U.S. healthcare, pharmacy, or another regulated or technical buying environment.

Responsibilities

Own revenue and headcount decisions for the Mid-Market segment, and the resourcing and prioritization tradeoffs across the pods that serve it.
Evaluate staffing requests based on their actual revenue impact, prioritizing better processes and tooling over additional headcount when appropriate.
Prioritize resource allocation across accounts and pods during periods of scarcity within a given quarter.
Identify and prioritize expansion opportunities within existing Mid-Market accounts and resource them alongside new implementations.
Own the efficiency outcome for the segment, driving improvements through Product, Engineering, and Operations.
Identify automation opportunities within the segment that can enhance growth or margin.
Escalate issues related to product requirements or delivery organization operations to the relevant teams (Product, Engineering, Operations).
Be accountable for account health and expansion outcomes across Mid-Market, directing effort and partnering with Customer Success.
Partner with Finance on pricing and packaging strategy for the Mid-Market tier to ensure strong margins.
Partner with Sales during late-stage deal reviews to ensure new business is scoped and priced for profitable delivery.
Own escalations for at-risk or strategic Mid-Market accounts beyond the scope of a Customer Success Manager.
Cultivate and maintain key relationships for the segment's retention and growth, including periodic onsite visits for strategic accounts.
Aggregate segment-level input for the product and pricing roadmap by identifying patterns across Mid-Market accounts, rather than individual anecdotes.