Mid-Market Sales Manager

Path Robotics • Columbus, OH

1d

About The Position

Path Robotics is seeking an experienced Mid-Market Sales Manager to lead its team of mid-market Account Executives. This is a dedicated sales leadership role focused on coaching, talent development, performance management, and operational execution. The manager will hire, develop, and hold sellers accountable while helping them close complex deals with mid-sized manufacturers. The role reports to the Head of Sales, partners closely with that leader to turn broader sales objectives into actionable plans, and helps ensure alignment and consistent execution across the organization. Success is measured by the team’s performance, development, and results.

The position calls for a hands-on player-coach with a strong background in manufacturing or industrial technology sales, experience with robotics or automation solutions, and a passion for developing people. The manager will coach sellers, diagnose stalled deals, build consistent selling habits, discuss ROI with plant managers and CFOs, and engage with operations leaders on the shop floor. Regular travel is expected.

Requirements

• At least 6 years of B2B sales experience in manufacturing, robotics, automation, or industrial technology.
• At least 2 years managing or leading quota-carrying sellers.
• A track record of achieving team and individual quotas while selling complex solutions to multiple stakeholders.
• Experience hiring, onboarding, and coaching Account Executives at different stages of their careers.
• Working knowledge of manufacturing processes, automation technology, and how industrial buyers evaluate and purchase new equipment.
• Willingness to adopt and coach the Challenger sales methodology.
• Strong forecasting and pipeline management skills, with experience using HubSpot or a similar CRM.
• Clear communication and negotiation skills with buyers ranging from plant-floor personnel to executive teams.
• Willingness and enthusiasm to travel regularly.

Responsibilities

• Lead, coach, and develop mid-market Account Executives, setting clear expectations for performance, pipeline development, and quota attainment.
• Provide day-to-day direction, coaching, and accountability as the frontline leader of the mid-market sales organization.
• Conduct weekly one-on-ones, pipeline reviews, and deal strategy sessions to improve seller effectiveness and advance opportunities.
• Recruit, interview, onboard, and develop Account Executives in partnership with the Head of Sales.
• Reinforce the Challenger sales methodology through coaching, deal reviews, and customer engagement.
• Build a culture of accountability, continuous improvement, and high performance through coaching, feedback, and professional development.
• Own mid-market team revenue performance and execution against sales targets, priorities, and strategic objectives.
• Partner with the Head of Sales to develop and execute territory plans, account strategies, and growth initiatives.
• Provide strategic deal coaching through qualification, negotiation, and closing of complex opportunities.
• Drive consistent pipeline generation, opportunity qualification, deal progression, and forecast accuracy across the team.
• Maintain sales discipline and ensure HubSpot is the source of truth for pipeline, forecasting, and performance reporting.
• Translate sales strategy and organizational priorities into measurable actions and results for the mid-market team.
• Reinforce performance standards and organizational accountability, ensuring consistent execution of sales priorities.
• Provide the Head of Sales with performance updates, forecasts, pipeline assessments, and recommendations, including visibility into results, risks, and opportunities.
• Partner with the Head of Sales and Head of GTM Operations to improve sales processes, tools, compensation programs, and enablement initiatives.
• Support organizational initiatives, consistent sales methodologies, and alignment across the broader commercial organization.
• Collaborate with Marketing, Sales Engineering, and other cross-functional teams on demand generation, customer engagement, and deal execution.

Benefits

• Flexible paid time off.
• Comprehensive medical, dental, and vision coverage.
• Six weeks of fully paid parental leave, plus an additional 6–8 weeks for birthing parents (12–14 weeks total).
• 401(k) retirement plan through Empower.
• Employee referral bonuses.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed