Mid Market Sales Manager

Fullbay•Phoenix, AZ

About The Position

The Mid Market Sales Manager leads Fullbay’s Mid Market Account Executive team, including Mid Market AE I, Mid Market AE II, and Senior Mid Market AE. Managing the team is the role’s primary duty. The manager directs the work of two or more full-time Account Executives and has authority over hiring, termination, promotion, and other employment-status decisions, or recommendations that carry particular weight. The role is accountable for team-level ARR quota attainment, quota-setting, territory assignments, pipeline health, and forecast accuracy. It provides ongoing coaching to help Account Executives develop in multi-stakeholder mid-market selling and progress through the mid-market career path. The manager partners with Business Development leadership on lead handoffs, RevOps on forecasting and pipeline health, and sales leadership on strategy and resourcing. The position is suited to someone with individual-contributor success in complex sales who is ready to achieve results through a team. Fullbay describes itself as an AI-First company and the number one cloud-based shop management software provider for commercial repair shops. Its mission is to create safer roads, and its technology helps heavy-duty repair shops operate more efficiently.

Requirements

High school diploma or GED.
At least 5 years of B2B SaaS sales experience, including demonstrated success managing multi-stakeholder mid-market deal cycles.
Prior individual quota attainment in B2B SaaS mid-market or a comparable segment before moving into management.
Strong coaching and people-development skills, including diagnosing performance gaps and developing plans to address them.
Ability to work with pipeline forecasting, quota-setting, and territory design.
Experience partnering with BDR or SDR leadership on lead quality and handoff processes.
Sound judgment in pricing and deal-structure decisions.
Salesforce experience is required.
Experience with standard sales tools, including ChiliPiper, Zoom, G-Suite, and Slack.

Nice To Haves

Bachelor’s degree or military service preferred.
Prior experience leading, coaching, or formally managing a sales team.
Familiarity with heavy-duty repair, trucking, fleet, or the automotive aftermarket.

Responsibilities

Lead and manage the Mid Market AE team as the primary duty of the role.
Own team-level ARR quota attainment, including setting individual quotas and assigning territories.
Conduct regular one-on-one coaching on pipeline strategy, deal reviews, and multi-stakeholder sales skills.
Review and approve pricing and deal structures for opportunities outside standard guardrails.
Partner with BDR leadership to improve lead handoff quality, meeting standards, and feedback loops.
Own team pipeline health and forecast accuracy, consolidating individual forecasts into a segment-level view for sales leadership.
Lead recruiting and onboarding for open roles and exercise hiring and termination authority for the team.
Conduct performance reviews, improvement plans, and disciplinary action as needed.
Identify team skill gaps and coordinate training, ride-alongs, and enablement resources.
Monitor individual and team KPIs and intervene early when performance trends off track.
Collaborate with Sales Enablement, Product, and Marketing to keep team materials and messaging current and relevant.
Improve sales processes and playbooks based on field results.
Maintain accurate Salesforce and forecasting-tool records and model expected documentation standards.
Present team performance updates, forecast commentary, and pipeline reviews to sales leadership regularly.
Maintain accurate headcount, territory, and quota documentation.
Support compensation-plan administration and commission accuracy.
Comply with confidentiality and compliance regulations.
Perform other duties as assigned.