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Director of Mid-Market Sales, Accounts Payable

Innovate with purpose

At BILL, we believe in empowering the businesses that drive our economy. By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations. And we don’t stop there: we’re creating the future of financial automation so businesses can spend more time on what matters.

Working here means you become part of a vision-driven team that’s ready to tackle challenges and build cutting-edge solutions. We value purpose, drive, and curiosity—and we thrive in a fast-paced, ever-changing environment. Whether in one of our offices in San Jose, CA, Draper, UT, or working remotely, BILLders collaborate to deliver real impact for businesses that need more time in their busy weeks.

At BILL, we listen, learn, and lead—fostering collaboration and a drive for continuous growth. We’re committed to building a diverse and inclusive workplace that values each person’s unique skills and experiences. Even if you don’t meet every requirement, we’d love to hear from you—you might be just what we’re looking for, whether in this role or another.

✨ Let’s give businesses more time for what matters.

Make your impact within a rapidly growing Fintech Company

  • As a Mid-Market Director you will lead the client acquisition Mid-Market segment of our direct AP/AR organization through managers to drive revenue to quota achievement. 
  • Set team KPI’s and goals to drive the right behaviors for quarterly and annual success. 
  • Promote operational excellence through strong pipeline management, accurate forecasting, and applying data to recognize trends and improve department
  • Provide regular, data-based updates to the leadership team regarding progress against quota attainment, team performance, and any challenges that the team encounters along the way
  • Develop a close partnerships cross functional teams such as marketing, revenue operations, business development, product, and analytics team to foster seamless collaboration
  • Translate market and customer insights into feedback to influence product roadmap and internal processes. 
  • Be an expert in understanding our customer and vertical segment profiles to drive training and business acumen within the department.
  • Support building a culture of achievement and success

We’d love to chat if you have:

  • 10+ years of relevant sales experience with a proven track record of success
  • Sales Director with 3+ years of previous and proven success leading managers 
  • Strong written and verbal communication skills, including the ability to present strategy and results to staff members at every level of the organization
  • Track record of exceeding team sales quota 
  • Proven ability to create scalable processes for a growing sales team
  • Familiarity with Salesforce, Outreach and other sales technologies fostering a data-driven sales culture
  • Superior leadership and management skills that include communication, excellence, transparency, collaboration and mentoring.
  • Drive strategy to increase pipeline opportunities, conversion, and deal size.
  • Execution on high growth sales initiatives
  • Comfort in building and challenging the status quo, being a creative problem solver, and working with newly created teams
  • Develop and maintain an understanding of the territory, marketplace, competitive offerings and other business issues relevant to the position
  • Compile and analyze data to find trends in a competitive industry
  • Work cross functionally with peers in sales management and departments like marketing, sales development, sales ops, sales enablement, implementation, customer success, risk and product, to build best practices and process efficiencies

 

This role is eligible to participate in BILL’s sales incentive and equity plans. Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed above. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits.

The On Target Earnings (OTE) range noted below are remote based roles in the specific geographic zone

Zone 1- San Francisco Bay Area CA (includes HQ), Boston, New York City, Seattle, Los Angeles city
$239,500$286,700 USD
Zone 2- CA (Non San Francisco Bay Area and Los Angeles City), Austin TX, Massachusetts (Non Boston)
$215,600$258,000 USD
Zone 3 -Utah (includes Utah office), Houston TX, Florida, North Carolina
$203,600$243,700 USD

What’s in it for you? 

Redefining how businesses automate their work is a fast-paced, exciting, and fun environment. But we also have benefits and perks to ensure the magic isn’t only experienced by our customers, but by our employees as well. 

Here is a preview of some of the amazing benefits here at BILL:

  • 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP)
  • HSA & FSA accounts 
  • Life Insurance, Long & Short-term disability coverage
  • Employee Assistance Program (EAP)
  • 11+ Observed holidays and wellness days and flexible time off 
  • Employee Stock Purchase Program with employee discounts
  • Wellness & Fitness initiatives
  • Employee recognition and referral programs
  • And much more

Don’t believe us? Check out our culture, benefits, and teams on our career site, LinkedIn Life, or YouTube pages.

BILL is an Equal Opportunity Employer that values diversity and inclusion. We believe our best ideas come from the unique stories, perspectives, and experiences of our team members. We welcome people of all backgrounds, abilities, and identities to bring their authentic selves and contribute to our culture.

We are committed to a transparent, inclusive hiring process that reflects our values. If you need accommodations at any stage, please contact interviewaccommodations@hq.bill.com.

Our Applicant Privacy Notice describes how BILL treats the personal information it receives from applicants.

Average salary estimate

$245150 / YEARLY (est.)
min
max
$203600K
$286700K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Director of Mid-Market Sales, Accounts Payable , BILL

At BILL, we’re not just another Fintech company; we’re revolutionizing the way businesses manage their finances. As the Director of Mid-Market Sales, Accounts Payable, you’ll play a pivotal role in helping businesses maximize their potential by streamlining their financial operations. Imagine leading a dynamic team that’s dedicated to acquiring clients in the Mid-Market segment. Your experience will shine as you set ambitious KPIs and drive your team towards achieving quarterly and annual revenue goals while promoting operational excellence. Your insights will shape our path forward as you provide data-driven updates to our leadership team, ensuring we stay on track. Collaboration will be key in this role; you’ll work closely with cross-functional teams, sharing customer insights that influence product development and internal strategies. Your expertise in managing a diverse team will foster a culture of achievement, where innovative problem-solving is celebrated. If you have over 10 years of sales experience and a proven track record of leading successful sales teams, we want to meet you! At BILL, we prioritize purpose, drive, and curiosity, and we believe that diverse perspectives lead to stronger solutions. Join us in redefining financial automation, and let’s create more time for what truly matters for businesses around the globe!

Frequently Asked Questions (FAQs) for Director of Mid-Market Sales, Accounts Payable Role at BILL
What are the key responsibilities of the Director of Mid-Market Sales at BILL?

The Director of Mid-Market Sales at BILL will lead the acquisition efforts in the Mid-Market segment, setting KPIs for the team and driving revenue toward quota achievement. Responsibilities include managing pipeline, forecasting, and presenting data-based updates to the leadership team. Additionally, this role emphasizes collaboration with cross-functional teams to enhance operational excellence and influence product development based on customer insights.

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What qualifications are needed for the Director of Mid-Market Sales position at BILL?

Candidates for the Director of Mid-Market Sales at BILL should possess over 10 years of relevant sales experience, including a minimum of 3 years in a leadership role. A proven track record of success in exceeding sales quotas, excellent communication skills, and familiarity with sales technologies like Salesforce and Outreach are essential. Strong leadership abilities along with the capacity to foster a data-driven sales culture are also important for this role.

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How does the Director of Mid-Market Sales contribute to BILL's culture?

The Director of Mid-Market Sales at BILL is instrumental in building a culture that celebrates achievement and diversity. By supporting the professional development of their team and promoting collaboration across departments, this role ensures that unique perspectives are valued and leveraged to drive innovation. This commitment to inclusivity allows BILL to maintain a thriving work environment where everyone is encouraged to contribute their best.

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What kind of career growth can one expect as the Director of Mid-Market Sales at BILL?

Career growth as the Director of Mid-Market Sales at BILL can be dynamic, providing opportunities to influence key business strategies and lead innovative sales initiatives. With a focus on continuous improvement and collaboration, employees in this role can expect to develop their skills further while also potentially moving into senior leadership roles within the company due to the emphasis on leadership development and operational excellence.

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What makes the Director of Mid-Market Sales position at BILL unique?

What sets the Director of Mid-Market Sales position at BILL apart is the rich blend of leadership, strategy, and innovation it demands. This role not only focuses on driving revenue but also on shaping the future of financial automation by influencing product roadmaps through customer insights. BILL's commitment to diversity and continuous learning creates an environment where leaders can thrive and make impactful contributions to the business landscape.

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Common Interview Questions for Director of Mid-Market Sales, Accounts Payable
What leadership style do you think is most effective for the Director of Mid-Market Sales role?

It's important to convey that an effective leadership style for the Director of Mid-Market Sales at BILL integrates transparency, collaboration, and mentorship. Highlight an experience where you led a team through challenges while fostering an inclusive environment that respected diverse perspectives.

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How do you approach setting and achieving team KPIs?

Discuss your method for establishing clear, achievable KPIs that align with overarching business goals. Share specific examples of how you evaluate team performance, celebrate successes, and pivot strategies when faced with challenges to ensure the team remains motivated and engaged.

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Can you describe a time you successfully navigated cross-functional collaboration?

Think of a specific project where you worked closely with marketing, product, or another team to achieve a common goal. Emphasize how you communicated insights effectively and utilized each team’s strengths to drive results while ensuring a unified approach.

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What strategies do you employ for effective pipeline management?

Provide insight into your strategies for pipeline management, focusing on how data analysis helps you identify potential trends and prioritize leads. Discuss tools you’ve used, like Salesforce, that aid in tracking and forecasting sales activity.

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How do you handle underperforming team members?

Share your approach to performance management, which should involve one-on-one discussions to understand the root cause of underperformance. Provide examples of how you've supported team members through coaching and development plans to enhance their contributions.

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What’s your experience with data-driven decision-making?

Illustrate your experience with making data-driven decisions by sharing specific metrics you've tracked in previous roles and how those insights informed your strategic choices. Highlight the importance of relying on data to enhance sales processes and improve outcomes.

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How do you stay updated on industry trends that impact your sales strategy?

Emphasize your proactive approach to staying informed through industry publications, webinars, and networking. Explain how this knowledge has allowed you to adapt your strategies to meet evolving market demands and customer needs.

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Describe a successful sales initiative you led.

Share a detailed account of a sales initiative where your leadership led to significant growth or achievement. Focus on the strategy you devised, the team dynamics involved, and the outcome that positively impacted the business.

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What role does customer feedback play in your sales strategy?

Discuss how customer insights drive your sales strategy, emphasizing your commitment to incorporating feedback into process improvements and product innovations. Share examples of how this proactive stance has resulted in stronger client relationships.

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What challenges do you anticipate in the Mid-Market segment at BILL?

Acknowledge potential challenges, such as increased competition or changing customer expectations. Share strategies you've employed in the past to overcome similar obstacles and how your experience positions you to tackle these head-on.

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BILL is a leader in financial automation software for small and midsize businesses (SMBs). As a champion of SMBs, we are dedicated to automating the future of finance so businesses can flourish. Hundreds of thousands of businesses trust BILL solut...

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Full-time, remote
DATE POSTED
April 16, 2025

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