Sales Manager, Mid-Market

Ivo•San Francisco, CA

2d•Onsite

About The Position

Ivo is seeking a Mid-Market Sales Manager to lead and grow one of its key revenue segments. This role offers the chance to join a company with established product-market fit and a proven sales process, taking ownership of the next phase of growth. Ivo specializes in AI-native products for enterprise contracts, serving major clients like Uber, Meta, and IBM. The company has experienced significant growth, including a 6x increase in ARR since its Series A, and has successfully signed seven-figure enterprise deals. The Mid-Market team is already outperforming, with AEs averaging 186% of quota and driving substantial ARR growth. The Sales Manager will be responsible for hiring and developing Account Executives (AEs), enhancing the outbound sales strategy, establishing scalable operating cadences, and improving coaching, forecasting, and execution. This role involves direct ownership of the people, processes, and systems driving segment growth within a highly-rated sales organization. Collaboration with experienced sales leaders is expected, with autonomy for decision-making and opportunities for leadership development.

Requirements

Proven track record as a top-performing AE with multiple years of consistent overperformance (President’s Club, top-tier attainment, or equivalent).
Experience leading a team of 6-8 AEs in an SMB, Commercial, or Mid-Market sales environment with ownership of team performance across multiple quarters.
Deep Mid-Market selling experience and the ability to coach fundamentals from pipeline creation and discovery through deal strategy, negotiation, and closing.
Experience managing a range of sales motions, from high-velocity opportunities to complex, multi-stakeholder deals with six-figure ACVs and longer sales cycles.
Strong operating experience: building forecast discipline, identifying performance gaps, improving pipeline coverage, and understanding metrics that drive ARR outcomes.
Deeply invested in developing people through continuous coaching, skill development, and better decision-making.
Uses data and observation to diagnose problems and knows which levers to pull.
Maintains a player-coach mindset, staying close to the customer and sales process.
Attracts and retains exceptional talent.
Values process and rigor, understanding that systems enable execution.
Brings high standards, strong judgment, and emotional intelligence.
Knows how to push people to improve while building trust.

Nice To Haves

Experience working in a startup environment is preferred but not required.

Responsibilities

Hire exceptional AEs and establish team operating standards.
Partner with Enablement to build a ramp program that shortens time-to-productivity.
Build a repeatable outbound motion by partnering with Marketing on campaigns and events.
Align with SDR leadership on account strategy.
Create operating discipline to consistently produce pipeline coverage.
Build a coaching environment focused on continuous skill development.
Leverage platforms like Caliber and Letter AI, along with call reviews and deal inspections, to improve performance.
Build an operating cadence for 1:1s, deal reviews, forecast calls, and career conversations.
Establish clear expectations, inspect leading indicators, and maintain a high bar for execution and accountability.
Understand pipeline creation, conversion, ACVs, and sales velocity to drive ARR performance.
Partner with RevOps and Sales Leadership to build a trusted forecasting model.
Coach with healthy skepticism, challenge assumptions, pressure-test deal strategy, and identify execution risks.
Build firsthand knowledge of customers, product, competitive landscape, and sales motion.
Act as an executive sponsor for strategic opportunities to improve outcomes, strengthen deal strategy, and increase deal quality.
Build operating mechanisms for team scaling, identify bottlenecks, eliminate friction, and strengthen cross-functional partnerships.
Continuously raise the standard for how the Mid-Market organization operates.