Vice President, SMB/Mid-Market Sales

Mosai•Nashville, TN

11d

About The Position

The Vice President, SMB/Mid-Market Sales leads Mosai’s SMB/Mid-Market strategy and drives scalable software revenue growth while renewing existing clients. The role oversees Account Executives, Account Managers, and Rest of Market, with responsibility for their performance and development. It establishes pipeline-generation rigor and disciplined execution across the sales funnel, from outbound prospecting through closed-won deals and renewals. The Vice President partners closely with Marketing, Product, Sales Training and Enablement, Revenue Operations, and Client Engagement to align messaging, refine target markets, and accelerate growth. Success is measured by new ARR, pipeline health, conversion rates, renewals, and the team’s ability to exceed revenue targets consistently. The role reports performance, risks, and opportunities to executive leadership and performs other job-related duties as assigned.

Requirements

Bachelor’s degree from an accredited institution.
10+ years of experience in B2B SaaS sales, including at least 5 years in a sales leadership role managing new business teams.
Proven track record of building and scaling high-performing sales organizations and consistently exceeding new ARR targets.
Strong understanding of pipeline generation strategies, including BDR-led outbound and inbound sales motions.
Demonstrated success in mid-market sales environments and familiarity with scaling toward enterprise.
Deep expertise in CRM systems such as Salesforce or HubSpot and sales forecasting methodologies.
Exceptional leadership, communication, and executive presence.
Data-driven mindset and ability to translate metrics into actionable insights.
Ability to operate effectively in a fast-paced, high-growth environment.

Nice To Haves

Experience in healthcare, post-acute care, or health tech markets.
Familiarity with modern sales methodologies such as Solution, Challenger, or SPIN.
Experience partnering closely with Marketing on demand generation and revenue operations alignment.
Track record of successfully scaling teams in a growth-stage SaaS company.

Responsibilities

Partner with the Chief Revenue Officer to define and execute sales strategy to achieve and exceed annual revenue targets.
Lead, coach, and develop sales team members and drive strong performance across teams.
Establish scalable processes for pipeline generation, qualification, and conversion across inbound and outbound channels.
Drive accountability for pipeline creation, sales activity, and forecast accuracy.
Partner with Marketing to optimize demand generation, campaign performance, and ideal customer profile targeting.
Collaborate with Product and Client Engagement to align market feedback, product positioning, and competitive differentiation.
Monitor and improve pipeline coverage, win rates, sales cycle length, and average deal size.
Participate in and support strategic deals, including executive-level presentations and negotiations as needed.
Build and refine sales playbooks, onboarding programs, and enablement initiatives.
Develop hiring plans and recruit sales talent to support growth objectives.
Provide executive leadership with regular reporting and insights on performance, risks, and opportunities.
Foster a high-performance, results-driven culture aligned with Mosai’s values.
Perform other job-related duties as assigned.