Sales Manager, Mid-Market

As a Sales Manager, Mid-Market at Outreach, you will be responsible for spearheading customer expansion, guiding your team to develop strategic account plans, and coaching them through effective sales processes. You will foster a high-performance culture, oversee daily operations of a dedicated team of Account Executives, and ensure they meet and exceed quotas.

Candidates for the Sales Manager, Mid-Market position at Outreach should have at least 2 years of experience leading high-performing sales teams. Demonstrated success in managing sales processes with companies having 1,000-5,000 employees and the ability to develop compelling business cases and ROI documentation are essential.

At Outreach, the Sales Manager, Mid-Market plays a pivotal role in leading a team that focuses on customer growth and retention. You will be responsible for coaching Account Executives in effective prospecting and deal discovery while ensuring they leverage tools like Outreach, Salesforce, and LinkedIn to enhance their sales strategies.

The compensation for the Sales Manager, Mid-Market role at Outreach includes a base salary and variable components, totaling between $200,000 to $255,000 USD. The actual compensation is determined based on various factors including book of business size, candidate skills, and qualifications, along with potential incentive compensation and benefits.

Outreach promotes a high-performance culture where accountability, self-development, and teamwork thrive. As a Sales Manager, Mid-Market, you will be part of a collaborative environment that celebrates wins, shares success stories, and encourages continuous learning and growth within the team.

Empowering a sales team involves providing them with the tools and training they need to manage their pipelines effectively. This includes regular training sessions, mentorship, and involving them in strategic planning discussions to enhance their sense of ownership.

In my previous roles, I've employed value-based selling strategies by focusing on understanding customer pain points and aligning our solutions to meet their specific needs, ultimately leading to stronger relationships and increased sales.

I would emphasize the importance of understanding the customer’s unique challenges and tailoring the demo to showcase how our product addresses those challenges effectively. Practice sessions and feedback loops can also enhance their confidence and presentation skills.

I utilize data-driven approaches, analyzing trends, historical performance, and leverage tools like Outreach's forecasting methodologies to ensure we remain aligned with our sales goals and make informed decisions.

Key metrics include sales growth, pipeline management efficiency, quota attainment rates, and customer retention rates. I also consider qualitative factors such as engagement and feedback from the team members.

I view objections as opportunities for conversation. By actively listening to concerns and addressing them with relevant solutions and case studies, I can turn objections into a pathway for deeper engagement with the prospect.

I have had the opportunity to mentor several new hires by establishing a comprehensive onboarding program that includes shadowing, hands-on training, and regular check-ins to ensure they feel supported and informed.

I encourage my team to engage in continuous learning by attending relevant training sessions, webinars, and industry events. It’s vital for them to stay informed about the latest trends and practices to maintain a competitive edge.

Effective prospecting techniques include leveraging social media platforms for networking, utilizing data analytics to identify potential leads, and creating tailored outreach messages that resonate with the prospect's challenges.

Motivation comes from setting clear goals, recognizing achievements, and providing continual support. I like to foster a sense of competition paired with collaboration, where team members feel empowered to help each other reach their individual targets.