Mid-Market Sales Manager

TCP Software

About The Position

As a Mid-Market Sales Manager, you will: Direct, manage and drive a Mid-market sales team leading to double digit growth goals (net ARR) Help evolve TCP’s Mid-Market go-to-market strategy, including, but not limited to, improving the company’s sales process discipline and methodology, win-rates, account-based selling, inbound and outbound selling motion, growing/developing your team, and leveraging KPI and metrics to measure and track progress Understand products, customer needs, competitors, industry issues and trends, then continually refine message, positioning, product demos, and sales tools to maximize success Identify and pursue new markets and verticals for commercial expansion; assess opportunities for leveraging partners Collaborate with cross-functional peers, particularly across the Marketing and Product organizations Build a winning culture You are a strong fit for this role if you have: 3-5 years managing a team of SaaS Mid-Market sellers with a $3-5 million revenue growth stream 3-5x forecast ratio pipeline/ growth and development experience Territory plan development, account assignment and execution Experience across multiple verticals such as healthcare, education, government or public safety Experienced being part of leading a go-to-market organization in a high growth, product oriented B2B software company, preferably that has scaled to $50M+ in revenue Proven track record of success as a sales leader; player/coach mentality Experience leading teams doing transactional and consultative deals into both customers and prospects Has demonstrated ability to implement a highly repeatable sales strategy; can inject greater discipline and rigor across your team Must have exhibited and have the reputation for exceptional leadership skills; able to put the infrastructure in place that develops, mentors, delegates and holds people accountable; able to strategically set path forward and tactically execute against the plan while working alongside cross-functional peers Strikes the appropriate balance between being rigorous, data-driven, and analytical thereby producing repeatable results with a need for being entrepreneurial; communicative, collaborative, and inclusive. Places high emphasis on loyalty and integrity Entrepreneurial; has growth company experience; this candidate needs to understand value creation and possess the ability to grow with the company as the platform and solution offering broadens Data-driven; analytical; exceptionally collaborative; highly driven and self-motivated; communicates well, inclusive, passionate about building a great business Able to work from our San Angelo, TX headquarters, as needed 30-50% travel required

Requirements

3-5 years managing a team of SaaS Mid-Market sellers with a $3-5 million revenue growth stream
3-5x forecast ratio pipeline/ growth and development experience
Territory plan development, account assignment and execution
Experience across multiple verticals such as healthcare, education, government or public safety
Experienced being part of leading a go-to-market organization in a high growth, product oriented B2B software company, preferably that has scaled to $50M+ in revenue
Proven track record of success as a sales leader; player/coach mentality
Experience leading teams doing transactional and consultative deals into both customers and prospects
Has demonstrated ability to implement a highly repeatable sales strategy; can inject greater discipline and rigor across your team
Must have exhibited and have the reputation for exceptional leadership skills; able to put the infrastructure in place that develops, mentors, delegates and holds people accountable; able to strategically set path forward and tactically execute against the plan while working alongside cross-functional peers
Strikes the appropriate balance between being rigorous, data-driven, and analytical thereby producing repeatable results with a need for being entrepreneurial; communicative, collaborative, and inclusive. Places high emphasis on loyalty and integrity
Entrepreneurial; has growth company experience; this candidate needs to understand value creation and possess the ability to grow with the company as the platform and solution offering broadens
Data-driven; analytical; exceptionally collaborative; highly driven and self-motivated; communicates well, inclusive, passionate about building a great business
Able to work from our San Angelo, TX headquarters, as needed
30-50% travel required

Responsibilities

Direct, manage and drive a Mid-market sales team leading to double digit growth goals (net ARR)
Help evolve TCP’s Mid-Market go-to-market strategy, including, but not limited to, improving the company’s sales process discipline and methodology, win-rates, account-based selling, inbound and outbound selling motion, growing/developing your team, and leveraging KPI and metrics to measure and track progress
Understand products, customer needs, competitors, industry issues and trends, then continually refine message, positioning, product demos, and sales tools to maximize success
Identify and pursue new markets and verticals for commercial expansion; assess opportunities for leveraging partners
Collaborate with cross-functional peers, particularly across the Marketing and Product organizations
Build a winning culture