Mid-Market Sales Manager, Invoca
$180-220k
+ Stock Options + Bonus potential
Conversation analytics software to grow revenue
Be an early applicant
Conversation analytics software to grow revenue
201-500 employees
Be an early applicant
$180-220k
+ Stock Options + Bonus potential
201-500 employees
Company mission
To enable revenue team to connect paid media investments to business outcomes, improve digital engagement, and convert more leads into sales.
Role
Who you are
- You are a player-coach who thrives on building pipeline, accelerating deals, and developing talent
- 3–5+ years of frontline sales management experience in B2B SaaS, with a proven track record of consistently meeting or exceeding team revenue targets
- Prior individual contributor experience as a quota-carrying seller with demonstrated success in both new logo acquisition and account expansion
- Direct selling experience as a hunter-farmer hybrid, capable of closing deals and managing an expansion book with measurable results
- Experience managing a team selling into mid-market accounts (typically $10K–$100K+ ACV)
- Strong coaching and development skills with the ability to attract, retain, and elevate talent
- Excellent forecasting discipline and pipeline management acumen
- Working knowledge of Salesforce.com is required
- Outstanding verbal and written communication skills with the ability to present to internal leadership and external stakeholders
- Experience in MarTech, AdTech, call analytics, or AI/conversational intelligence platforms
- AI/Tech proficiency, including actively using AI tools in your sales workflow
- Experience with consumption-based or usage-based pricing models
- Track record of building or scaling a Mid-Market sales function
- College degree or equivalent experience
What the job involves
- As Manager, Mid-Market Sales, you will lead a team of Account Executives responsible for acquiring new logos and expanding existing customer relationships within the Mid-Market segment
- You will partner cross-functionally with Marketing, Customer Success, Product, and Sales Engineering to drive predictable, scalable revenue growth
- This role is critical to Invoca’s growth strategy and reports directly into the sales leadership team overseeing North America
- Own and deliver the Mid-Market team’s revenue targets across new business and expansion, including monthly, quarterly, and annual quotas
- Build and maintain accurate forecasts; proactively identify risks and develop mitigation plans
- Drive pipeline velocity by coaching reps on deal strategy, qualification, negotiation, and close plans
- Personally engage in strategic deals as a player-coach to accelerate outcomes and model excellence
- Recruit, hire, onboard, and retain a high-performing team of Mid-Market Account Executives
- Coach and develop individual contributors through regular 1:1s, call reviews, pipeline reviews, and structured feedback
- Set clear performance expectations, hold the team accountable, and manage underperformance directly and constructively
- Create a culture of urgency, accountability, continuous improvement, and winning
- Develop and execute a Mid-Market go-to-market strategy aligned with Invoca’s broader sales and company objectives
- Design and refine the team’s sales plays, account segmentation, and territory plans for maximum coverage and efficiency
- Collaborate with Marketing on demand generation campaigns, event strategy, and inbound/outbound pipeline development
- Partner with Customer Success and Sales Engineering to ensure seamless handoffs, strong post-sale outcomes, and expansion opportunities
- Establish and track key performance indicators (KPIs) including pipeline creation, win rates, deal cycle times, average deal size, and activity metrics
- Run effective team meetings, QBRs, and forecast calls with clear agendas and actionable takeaways
- Maintain CRM hygiene and ensure the team operates with discipline in Salesforce
- Leverage AI tools and data insights to improve team productivity, deal intelligence, and decision-making
Our take
Invoca is an AI-powered call tracking and conversational analytics platform enabling marketing, sales, customer experience, and eCommerce teams to better understand and immediately act on information consumers share via conversations, revealing exactly which campaigns are performing and delivering high returns on investments.
The company is a market leader in AI-powered conversation intelligence, serving leading consumer brands in considered purchase industries like automotive, telecommunications, healthcare, financial services, and real estate. It has continued to add new new capabilities throughout the years since its 2008 founding, to further help brands drive more efficient marketing, faster revenue growth, and better experiences in an increasingly challenging economy.
More recently, Invoca has expanded its AI-powered revenue exeuction platform with a new no-code integrations for LinkedIn Ads and Reddit Ads, buiulding on existing support from platforms such as Facebook, Instragram, TikTok, Snapchat, and Pinterest. These additions allow marketers to directly connect social ad spend to phone calls, conversations and revenue. As pressure mounts on marketing teams to provide business impact beyond clicks and impressions, this expanded social advertising ecosystem strengthens Invoca's position as a leader in conversation intelligence and performance-driven marketing.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2022
$83m
SERIES F
Oct 2019
$56m
SERIES E
Total funding: $199.8m
Company benefits
- Flexible Time Off: We encourage a healthy work-life balance. Our flexible paid time off policy allows you to recharge and take time away as needed.
- Healthcare: Invoca offers a health care program that includes medical, dental and vision coverage. There are multiple plan options to choose from so you can make the best choice for yourself, partner and family.
- Mental Well-being & Employee Assistance Program: Invoca offers well-being support on issues ranging from personal matters to everyday life topics through the WorkplaceOptions program.
- Paid Family/Medical Leave - up to six weeks 100% paid leave for baby bonding, adoption, and caring for family members, and up to twelve weeks 100% paid leave for one’s own medical leave
- Invacation (Sabbatical): We thank our long-term team members with a bonus after seven years of service.
- Wellness Subsidy: In further support of your well-being, Invoca provides a wellness subsidy that can be applied to a gym membership, fitness classes and more.
Company HQ
Santa Barbara Downtown, Santa Barbara, CA
Leadership
Gregg Johnson
(CEO)Prior to joining Invoca in 2016, Gregg spent nearly 10 years at Salesforce, while there, he held a number of roles, including VP of Product Management (Chatter) and SVP of Product Management (Marketing Cloud). He also worked as a COnsultant at Boston Consulting Group and as a Sales/Marketing Manager at Ullink.
Peter Isaacson
(CMO)Peter is also an Advisor at Folloze and ClickZ.com as well as a Contributor to Forbes Communication Council and a Member at Revenue Collective. Previously, he was the CMO at Replicant, Demandbase, and Castlight Health. He also spent nearly 14 years at Adobe Systems, working as a Senior Director of Brand Marketing, VP of WW Field Marketing, and VP of WW Education Vertical Business.
Teresa Dietrich
(CTO)Prior to joining Invoca in 2024, Teresa was the Chief Product & Technology/Community Officer at Stack Overflow. She also served as the GLobal Head of Product & Engineering at McKinsey New Ventures and as CTO at Namely.
Michael DiFilippo
(CFO)Prior to joining Inovca in 2019, Michael was the CFO & Chief Administrative Officer at AppDirector. He also served as a VP/Division CFO (SaaS Division) at Citrix.
Ben Sullivan
(CRO)Ben joined Invoca in 2017 as a Senior VP of Sales, moving into the role of Executive VP of Sales in 2021 and CRO in 2025. Prior to Invoca, he spent 8 years at ON24 as a VP of Strategic Alliances & Business Development and VP of Worldwide Sales.
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