Mid-Market Sales Manager

Reporting to the VP, Mid-Market, the Mid-Market Sales Manager will have oversight and accountability for a team of Account Executives working within defined territories. You will be responsible for hiring, developing, and coaching Mid-Market sales reps—as well as sales attainment of team bookings targets, reinforcement of Sales Enablement programs, and operational excellence. 
The Mid-Market Sales Manager will be accountable for meeting net new customer acquisition goals as well as team activity and pipeline coverage metrics.  This includes managing funnel conversion rates, prospecting volume, lead response time, territory planning, partner engagement, SFDC documentation, and time management.  
Qualifications we seek:  

 
5 years minimum of sales management experience (quota carrying reps) 
 
CRM (Preferably Salesforce) 


 
Payments experience highly preferred 
 
Mid-Market SaaS Sales 
 
Vertical Knowledge: Government, Municipalities, Utilites 
 
Process Oriented: Meddpicc; Gap Selling 
 
Forecasting, QBRs, and Pipeline Coverage experience 


 
Knowledge of the following or compatible technologies: Gong, Seismic, Outreach, Demandbase, Salesforce.  

What success looks like: 
The 30, 60, 90 day plan describes what must be accomplished for this person to be successful. 
Develop 10-15 specific, objective outcomes that the person in this position should accomplish within their first 90 months. Bucket them out into a 30, 60, 90 day roadmap. This aims to define and clarify what must get done. Outcomes should be challenging but achievable.  
Establishing clear guidelines gives both the hiring team and applicants a clear understanding of the position's game plan for the first 6 months.  
 
First 30 days  

 
Gain a working understanding of the Invoice Cloud platform and value proposition for the specific vertical markets we serve 
 
Become proficient in Invoice Cloud sales tools and selling methodologies 
 
Observe sales discovery calls and demonstrations conducted by current team members 
 
Develop knowledge of current sales activities 
 
Gain an understanding of the Invoice Cloud organizational structure  


 
Review the sales pipeline and begin to gain an initial understanding of current opportunities 
 
Build relationships with key organizational stakeholders 

First 60 days 

 
Assess competencies, weaknesses, and strengths of each Account Executive through 1:1s, observing demos, meetings, Gong reviews, etc.  
 
Work with the IC partnership managers to understand the current partner landscape, GTM efforts, and how Invoice Cloud leverages partnerships to drive new business 


 
Learn the Invoice Cloud implementation process, and how the IC customer service/success teams operate 

First 90 days  

 
Collaborate with Sales Enablement on the development of improved rep training and coaching programs – as well as metrics used to measure the effectiveness of those programs 
 
Develop a 2023 sales forecast 
 
Start to make recommendations for improvements in Invoice Cloud’s current sales process and messaging 

120+ days  

 
Create professional development plans for each rep, as well as metrics for evaluating the effectiveness of those plans 


 
Develop a plan for closing identified gaps in the IC sales team (personnel, strategy, selling skills, etc.)  

Salary Range: $85,481.00 - $115,700.00 + Commission, Accelerators, RSUs, & Benefits.