Head of Mid-Market Sales, Hightouch
North America
$450-500k
OTE
$225-250k
BASE
+ ISO options
AI platform for marketers
Be an early applicant
AI platform for marketers
201-500 employees
Be an early applicant
$450-500k
OTE
$225-250k
BASE
+ ISO options
201-500 employees
Company mission
To make the best customer data technology in the world available to every enterprise.
Role
Who you are
- If you’re a builder who is passionate about developing empathetic, high-performing leaders and enjoys turning complexity into clarity at scale, we’d love to meet you
- You are a seasoned, thoughtful sales leader with a track record of scaling manager-led teams and owning large revenue outcomes. You’re deeply operational, highly people-centric, and energized by building systems that enable others to succeed
- On a day-to-day basis, you focus less on individual deals and more on manager enablement, forecasting accuracy, pipeline health, and organizational leverage. You bring strong judgment, a bias toward action, and a collaborative approach to leadership
- 8+ years of B2B SaaS sales experience, including 2+ years leading managers
- Proven success owning and scaling a Mid-Market or similar velocity sales motion
- Strong track record of building, developing, and retaining high-performing sales managers
- Deep experience with forecasting rigor, pipeline inspection, and operating cadence using tools like Salesforce
- Demonstrated ability to scale repeatable sales methodologies (e.g., MEDDPICC, Command of the Message) across teams
- History of consistent revenue attainment with high participation across the organization
- Strong cross-functional partner to Marketing, RevOps, Customer Success, Product, and Legal
- Ability to learn technical concepts quickly and translate them into clear business value for executive stakeholders
- High sense of ownership, urgency, and accountability, paired with empathy and compassion in leadership
What the job involves
- We’re looking for a Head of North America Mid-Market Sales to lead and scale our Mid-Market sales organization across the region
- Reporting to the Chief Revenue Officer, you’ll own the performance, forecasting, and development of a multi-manager team, with responsibility for revenue outcomes, talent density, and operational rigor
- This is a second-line leadership role overseeing a team of Sales Managers and their Account Executives
- You’ll play a critical role in shaping how we scale our Mid-Market motion, balancing speed and quality, building repeatable systems, and developing strong people leaders who consistently deliver results
- Own revenue performance for North America Mid-Market, consistently meeting or exceeding quarterly and annual targets
- Lead, coach, and develop a team of Sales Managers, ensuring strong execution, accountability, and growth at every level
- Establish and maintain a disciplined operating cadence across forecasting, pipeline reviews, and performance management
- Drive consistent pipeline quality, conversion rates, and deal execution across regions
- Partner closely with Marketing, SDR, and RevOps to align demand generation, territory strategy, and capacity planning
- Actively recruit, hire, and retain top sales talent to raise the bar across the organization
- Identify and address performance gaps quickly, thoughtfully, and transparently
- Serve as a key voice on the sales leadership team, providing insight, feedback, and recommendations to executive leadership
- Help shape the long-term strategy and evolution of Hightouch’s Mid-Market go-to-market motion
Our take
With the growing need to combine data sources, along with the rise of cloud computing, demand for effective data integration tools and services has been on the rise. Hightouch provides a composable customer data platform to serve innovative marketers, alongside AI-powered tools for marketing.
Hightouch's platform helps marketers to build audiences and customer identities, collect and synch data, and analyse campaigns. LLM-based agents can be deployed to help streamline marketing, and the platform also supports AI decisioning. This comprehensive suite enables Hightouch to serve a range of businesses such as Spotify, Docusign, Warner Music Group, Grammarly and Autotrader.
Through development and acquisitions, such as of Workbase and Whatis, Hightouch has expanded steadily over the years. So long as it continues to enhance its capabilities and provide seamless data activation for its growing customer base, the company should have a bright future ahead of it.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Feb 2025
$80m
SERIES C
Jul 2023
$38m
LATE VC
Total funding: $172.4m
Company benefits
- Hub & Remote friendly: Join our global team, either remotely or in one of our four in-person hubs. For those near a hub, enjoy complimentary lunches on Tuesdays and Thursdays
- Flexible PTO: Downtime is just as important as on time and your teammates will support you while you relax and recharge
- Core benefits: For full-time US-based employees, we cover all health benefit premiums, 80% for dependents, and life insurance
- Parental leave: We value and support the family planning process. We provide up to 16 weeks for parents
- Professional development: We support employees for all learning resources needed to grow in their role (classes, books, conferences, etc)
- Connectivity: We offer a $50 per month cell-phone or wifi connectivity stipend to all employees
- Commuter: Commuter benefits of $50 are offered to both employees who come into the offices and to remote workers working outside of their home
Company HQ
Mission District, San Francisco, CA
Leadership
Tejas Manohar
(Co-CEO & Co-Founder)A Software Engineer with experience in lead roles at Lottery.com and Segment. Co-founded Hightouch in 2019.
Josh Curl
(CTO & Co-Founder)Significant Software Engineering experience at Rancher Labs and Segment. Co-founded Deviceplane in 2019 before co-founding Hightouch.
Kashish Gupta
(Co-CEO & Co-Founder)Experience as a Product Manager for LYNK in 2016. Founded Mama's Cookin' in 2015 before co-founding Hightouch in 2019.
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