Mid-Market Sales Manager, Middesk
$280-360k
OTE
+ Equity
Business identity platform
Be an early applicant
Business identity platform
101-200 employees
Be an early applicant
$280-360k
OTE
+ Equity
101-200 employees
Company mission
To accelerate the economy by scaling trust between businesses.
Role
Who you are
- 7+ years of experience in technology / SaaS sales, including 3+ years of experience leading sales teams
- Proven success in hiring, onboarding, and developing talent in a high-growth environment
- Demonstrated success in working in the financial services space, selling to banks, credit unions and fintech customers, including managing complex relationships, influencing and negotiating at senior levels, and driving land-and-expand sales motions
- Experience in selling technical, data-heavy solutions with a usage/volume-based model, and the ability to engage with customers on technical topics
- Proven ability to use data to accurately forecast results, identify upsell and cross-sell opportunities, and drive business outcomes
- Extensive experience collaborating closely with account management, product, and marketing teams to enhance customer engagement and drive growth
- Candidates should be based within a commutable distance, as we believe in the value of in-person collaboration and building strong team connections while also supporting flexibility where possible
What the job involves
- As the Mid-Market Sales Manager at Middesk, you will oversee a team of Account Executives and be responsible for achieving the team’s revenue goals
- Your mission will be to develop and implement sales strategies focused on creating value for our customers, while building a team culture centered on coaching, accountability and winning
- Collaborating with SDRs, Marketing and Account Management, you will develop pipeline generation programs to drive both new business and expansion opportunities
- Leveraging your strong forecasting skills, you will work closely with Finance to ensure Middesk’s goals and objectives are met
- You will foster a strong, collaborative team culture - a winning team that all Account Executives aspire to join
- Hire, onboard and coach a team of 6-8 MM Account Executives
- Coach individual AEs on their opportunities, using your strong sales acumen and financial services industry knowledge to help them develop into stronger sellers and win more deals
- Act as an executive on sales calls, building relationships with senior customer stakeholders and helping to close deals
- Instil and build upon an outbounding culture within the team, coaching reps on outbounding strategies and holding them accountable to activity and pipe creation goals needed to achieve requisite pipe coverage
- Develop pipeline generation initiatives in partnership with supporting cross-functional teams to ensure that the team has enough pipe coverage to hit their goals
- Establish a land & expand framework that enables our customers to use Middesk in new departments or for new use cases, or for new products that we launch
- Work in partnership with our product and engineering teams, ensuring they are aware of product requests and feedback from prospects and customers and are adjusting resources and roadmap to align with sales needs to achieve revenue goals
- Create a strong team culture of collaboration and accountability
- Work in partnership with RevOps, Finance and Revenue leadership to set goals for your team, align on core KPIs and deliver performance against those over time
- Identify areas of weakness in execution and strategy on your team, and work in partnership with other teams (RevOps, leadership, etc.) to develop and execute strategies to address those weaknesses
- Forecast your team’s revenue performance on a rolling two quarter basis
Our take
Middesk helps businesses screen, verify, and run risk and compliance checks on customers and other businesses. The founders developed the business after experiencing first-hand the often laborious process of manual identity verification, a process which has proven a pain point for many businesses historically.
This hands-on experience helped land Middesk seeding from heavyweight investors Sequoia and Accel. The company's focus is on businesses with stringent regulatory risk requirements, with a special focus on businesses involved in financial aspects like credit and payroll. Middesk’s focus on this sector opens them up to a growing, lucrative market as more businesses than ever are demanding services comparable to retail banking, credit unions and community banks.
Testament to the value of their offering is Middesk’s recent partnership with challenger bank tech platform Agora Services. The challenger bank sector is taking off fast too, and if Middesk can establish a strong reputation for servicing this burgeoning industry, they stand to win big.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jun 2022
$57m
SERIES B
Mar 2021
$16m
SERIES A
Total funding: $77.2m
Company benefits
- Healthcare: We take care of you premiums for medical, dental, and vision.
- Unlimited PTO: We have an unlimited PTO policy and encourage you actually to use it.
- Ownership: We offer a stake in the company to every full-time employee through stock options.
- 401(k): We make it easy to save money for retirement.
- Parental leave: We offer three months of paid parental leave to any parent.
- Hybrid work: We have offices in San Francisco and New York and also offer the ability to work remotely.
- Catered lunches: We offer catered lunches on days that you're in the San Francisco or New York office.
Company HQ
Financial District, San Francisco, CA
Leadership
Kyle Mack
(Co-Founder & CEO)Previously worked at AnyPerk as an Account Executive and Sales Team Lead, and at Checkr as a Sales Lead, Director of Strategic Sales, and Director of Solutions. They have served as a Scout at Sequoia Capital since 2020.
Kurt Ruppel
(Co-Founder & CTO)They studied Cognitive Science at Berkeley before working as a Software Engineer at multiple companies, including Zendesk.
Salary benchmarks
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