Enterprise and Mid-Market Sales Manager

The **Enterprise and Mid-Market Sales Manager** at Salsify is tasked with leading a growing sales organization. This includes managing a team of 6-7 Account Executives, mentoring team members, forecasting revenue, conducting client meetings, and executing strategic expansion plans within both enterprise and mid-market customer segments. The role demands strong collaboration with various internal teams and a focus on meeting sales goals.

To qualify for the **Enterprise and Mid-Market Sales Manager** role at Salsify, candidates should have at least 2 years of Sales Management experience and 3-5 years in a sales role. Experience in fast-paced SaaS sales, particularly within e-commerce, is a plus. Strong leadership skills, a proven track record in closing complex agreements, and the ability to generate revenue consistently are critical.

The **Enterprise and Mid-Market Sales Manager** contributes to Salsify's revenue goals by leading a team focused on new business acquisition and customer expansion. This involves planning and executing strategic initiatives to enhance client relationships and drive new sales while managing performance and forecasting effectively.

Salsify is deeply committed to an equitable, diverse, and inclusive workplace. In hiring an **Enterprise and Mid-Market Sales Manager**, the company seeks individuals who share this commitment and can contribute to fostering a culture that values every member's authenticity and insights, regardless of their background.

Preferred candidates for the **Enterprise and Mid-Market Sales Manager** position at Salsify should have significant sales management experience and a solid foundation in SaaS sales, especially within the e-commerce sector. A successful candidate will demonstrate a history of building and guiding sales teams toward achieving their goals.

When answering this question, emphasize your leadership style and specific strategies like regular one-on-ones, setting clear KPIs, and fostering open communication. Highlight your ability to motivate teams and utilize data for performance tracking.

Explain your approach to strategic planning and time management. Discuss how you would evaluate the potential impact of each initiative and allocate resources, ensuring that each gets the attention it needs while maintaining a focus on overall sales goals.

Be concise and structured. Outline the context, the challenge faced, the negotiation tactics used—including understanding the client's needs—and how your negotiation led to a successful closing of a complex deal.

Focus on key performance indicators such as lead conversion rates, average deal size, customer acquisition costs, and sales cycle length. Explain how you utilize these metrics to adjust strategies and improve sales outcomes.

Discuss the importance of inter-departmental communication and collaboration. Outline specific techniques, like regular cross-functional meetings and collaborative goal-setting sessions, that you would implement to enhance teamwork.

Share your perspective on how positive company culture enhances sales performance. You could mention aspects such as motivation, employee retention, and the importance of aligning team values with the company's mission.

Highlight specific CRM tools you've worked with and how you've utilized these platforms to manage client relationships, track sales activities, and analyze data to inform your sales strategy.

Share your onboarding strategy for new team members, including training methods, mentorship approaches, and continuous development practices that you believe build strong sales skills and confidence.

Discuss your use of historical data, market analysis, and sales trends to make informed predictions. Emphasize the importance of regular review and adjustment of forecasts based on real-time data and team input.

Provide a structured approach to addressing underperformance, such as identifying root causes, setting performance improvement plans, and offering support and resources to help team members achieve their targets.