Sales Manager, Mid Market Expansion
About The Position
As Manager, Mid-Market Expansion Sales, you'll lead a team of Account Executives responsible for growing Scribe's existing customer relationships across mid-market accounts. You'll coach your team as they introduce new products and capabilities to organizations with 250 to 1,500 employees, helping customers get more value out of Scribe while building a repeatable, scalable expansion motion for this segment. Expansion at Scribe is not a traditional Account Management role. Approximately 75% of pipeline is outbound-sourced, requiring proactive prospecting within existing customer accounts, building relationships with senior executive stakeholders, and creating new expansion opportunities. The day-to-day work is much more closely aligned with a New Biz AE, than a conventional Account Manager, with a strong emphasis on pipeline generation, strategic hunting, and closing net-new expansion business.
Requirements
- Managed Account Executives for 2+ years, ideally inside a high growth startup
- Led AEs who grew revenue within existing accounts, not just closed net new logos
- Managed teams selling into organizations with 1,000 to 5,000 employees
- Coached AEs through multi-stakeholder deal cycles and know how to help them navigate buying groups beyond a single champion
- Led teams expanding existing accounts through net new product and platform sales, not renewals
- Rigorous about forecasting, pipeline management, and deal inspection, and know how to build that rigor without slowing your team down
Responsibilities
- Lead and develop a team of Account Executives managing expansion within Scribe's existing mid-market accounts
- Drive accurate forecasting and disciplined pipeline management across your team's book of business
- Coach your team through multi-stakeholder deal cycles, helping them build relationships across the accounts they manage
- Build account plans that identify expansion opportunities and position additional Scribe products to new buyers within existing accounts
- Partner with Customer Success, Product Marketing, RevOps, Enablement, and Product to equip your team to deliver strong customer outcomes while growing revenue
- Establish the coaching, enablement, and development practices that turn mid-market expansion into a repeatable, world class motion
- Get embedded in your team's deals and customer strategy, providing hands on support at critical moments in the sales cycle
Benefits
- Health, dental, and vision insurance for you and your dependents
- Flexible paid time off and company holidays
- 401(k)
- Paid parental leave
- Daily catered lunch (SF office)
- Commuter benefits
- Home office stipend
- Equity in Scribe
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
