Mid-Market Sales Manager

About Middesk

Our goal is to make it easier for businesses to work together. Since 2018, we have been a leading disruptor in the business identity market. While consumer identity technology has seen significant modernization and digitization over the past decade, business identity and verification largely continues to be a manual process, specifically in the context of onboarding businesses to receive access to financial products and services. Our best-in-class business identity platform provides access to complete, up-to-date information that financial services institutions and fintechs need to make educated decisions about their customers and facilitate rapid onboarding and transacting. Our vision is that every company can instantly gain access to all the data, products, and services they need to establish and grow their business with ease. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.

The role

As the Mid-Market Sales Manager at Middesk, you will oversee a team of account executives and be responsible for achieving the team’s revenue goals. Your mission will be to develop and implement sales strategies focused on creating value for our customers, while building a team culture centered on coaching and accountability. Collaborating with Marketing, you will develop pipeline generation programs and strategies to drive both new business and expansion opportunities. Leveraging your strong forecasting skills, you will work closely with Finance to ensure Middesk’s goals and objectives are met. You will foster a strong, collaborative team culture—a winning team that all account executives aspire to join.

What You'll Do:  

• Hire, onboard and coach a team of Mid-market account executives ranging from five to seven in number.

• Coach individual AEs on their opportunities using your strong financial services industry knowledge to help them win more deals.

• Create pipeline generation strategies.

• Establish a land & expand framework that enables our customers to use Middesk in new departments or for new use cases.

• Work across other Middesk teams to support your team, your customers, and to expand our product roadmap to meet customer needs.

• Create a strong team culture of collaboration and accountability.

• Set goals for your team members and measure their performance over time.

• Forecast your team’s revenue performance on a rolling two quarter basis.

What We’re Looking For:

• 5+ years of experience leading mid-market account executives.

• Proven success in hiring, onboarding, and developing talent in a high-growth environment.

• Demonstrated success in working with regional banks, community banks, credit unions, and newer fintech customers, including managing complex relationships, influencing and negotiating at senior levels, and driving land-and-expand sales motions.

• Experience in selling technical solutions with a usage/volume-based model, and the ability to engage with customers on technical topics.

• Proven ability to use data to accurately forecast results, identify upsell and cross-sell opportunities, and drive business outcomes.

• Extensive experience collaborating closely with account management, product, and marketing teams to enhance customer engagement and drive growth.

 Nice to Haves:

• Experience with data, identity, or risk products: Familiarity with products related to data, identity, or risk, and an understanding of their unique customer needs.