Manager, Account Executives (MidMarket)

Lead a team of Account Executives primarily responsible for new business revenue in the North America Region. Responsible for segment strategy and planning, building, and running a high performing team. Goals focus on accelerating logo and revenue growth with a concentration on Fin. Play a critical role in developing and executing a value-led sales strategy.

• Work with senior leadership to define and implement effective sales strategies for the North American mid-market segment.
• Oversee development of sales plans and tactics aligned with company goals and regional market dynamics.
• Monitor pipeline of opportunities to ensure timely follow-ups, deal closures, and revenue growth.
• Set clear performance expectations and KPIs for the Account Executive team.
• Track individual and team performance using CRM tools and reporting dashboards.
• Analyze sales metrics to optimize processes, identify trends, and forecast revenue.
• Partner with marketing, product, and customer success teams to develop go-to-market strategies.
• Maintain strong understanding of customer needs and market trends to support deal closure.
• Ensure thoughtful handoff to Relationship Management team.
• Report on team performance, sales pipeline, and market conditions to senior management.

• 5+ years in a quota carrying new business IC role with proven success.
• Experience working on complex and strategic deals (involving procurement, legal, security).
• 3+ years management experience.
• Experience building and executing outbound sales motions.
• Exemplary new business sales experience; experience with Command of the Message and MEDDPICC a plus.
• Strong understanding of forecasting principles and ability to forecast revenue accurately.
• Proven experience teaching and developing top talent.
• Experience developing GTM strategy, building, and executing operational plans.
• Excellent communication skills across written, verbal, presentation, and interpersonal mediums.
• Adaptive, able to balance short-term and long-term priorities.

• Competitive salary and meaningful equity
• Comprehensive medical, dental, and vision coverage
• Regular compensation reviews
• Flexible paid time off policy
• Paid Parental Leave Program
• 401k plan & match
• In-office bicycle storage
• Fun events for employees, friends, and family
• Unlimited access to Claude Code and best-in-class AI tools

OTE range targeted at $228,000 - $349,375 for the San Francisco Bay Area. Actual base pay depends on factors such as education, skills, experience, location. All regular employees may also be eligible for corporate bonus program or sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

San Francisco, California. Hybrid working policy: expected to be in the office at least three days per week.

Apply via the provided Greenhouse link.