Manager, Mid Market Sales

📋 Description

• • Zapier is seeking a dynamic and experienced Sales Manager to lead our Mid Market Sales team, focusing on selling our cutting-edge AI Orchestration platform offerings to a global customer base. This role is pivotal in driving net new logo acquisition and expansion within the mid-market segment, targeting companies with 1-999 employees. As a leader at Zapier, you will embody a "builder mentality," taking ownership of the sales program's outcomes and fostering a culture of continuous learning, experimentation, and high performance. You will be instrumental in shaping the future of automation and AI integration for businesses worldwide.
• • **Lead and Develop a High-Performing Emerging AE Team:** Your primary responsibility will be to manage and mentor a team of talented Account Executives (AEs). You will guide them to consistently achieve and exceed revenue targets through a primarily inbound sales motion. This involves setting clear objectives, providing regular feedback, and fostering an environment where AEs feel empowered to excel. You'll ensure the team is not only meeting but surpassing their quotas, contributing significantly to Zapier's growth trajectory.
• • **Hire and Onboard Exceptional Talent:** A key aspect of this role is the strategic recruitment and development of quota-carrying AEs. You will be responsible for identifying, attracting, and onboarding individuals who possess strong product acumen, technical fluency, and a proactive, "builder" mindset. Your coaching will focus on instilling a deep sense of ownership, encouraging innovative approaches to sales, and promoting a culture of continuous professional development. This ensures the team is equipped with the skills and mindset needed to succeed in a fast-paced, evolving market.
• • **Coach for Full-Funnel Mastery:** You will provide hands-on, practical coaching to your team across the entire sales funnel. This includes guiding them in effective pipeline generation, conducting insightful discovery calls, mastering multi-threading strategies to engage various stakeholders within target organizations, and skillfully closing deals. You will help your AEs develop the expertise to confidently engage with both executive-level decision-makers and technical end-users, understanding their unique needs and challenges.
• • **Elevate Strategic Execution:** This role requires you to oversee the strategic execution of adoption plans for Zapier's platform. You will collaborate closely with Solutions Engineers, Customer Success Managers, Marketing, and Product teams to ensure a cohesive and effective go-to-market strategy. Your leadership will drive increased customer adoption, retention, and expansion by ensuring our solutions are tightly aligned with the diverse needs of buyers across IT, operations, and various business functions.
• • **Drive Operational Excellence:** You will instill a high degree of rigor in sales operations, including meticulous pipeline inspection, accurate forecasting, and diligent activity tracking, leveraging tools such as HubSpot. You will establish clear performance expectations, conduct consistent and constructive deal reviews, and manage team performance with a blend of clarity, empathy, and accountability. This operational discipline is crucial for predictable revenue growth and team efficiency.
• • **Collaborate Cross-Functionally:** This position demands strong collaboration with various internal teams, including Product Marketing, Demand Generation, Revenue Operations (RevOps), and Engineering. You will partner with these departments to develop and implement effective go-to-market strategies. Furthermore, you will serve as a crucial advocate for the AE team's perspective, contributing valuable insights during strategic planning sessions and process design initiatives.
• • **Act as a Customer Champion:** You will maintain executive-level relationships with key, high-potential accounts. This direct engagement allows you to gather invaluable customer feedback and insights, which you will then bring back to the Product team. Your role is to influence roadmap priorities by articulating real-world use cases and customer needs, ensuring Zapier's product development remains aligned with market demands and customer success.
• • **Refine and Scale Playbooks:** A significant part of your contribution will be to codify and refine our sales processes and playbooks. You will sharpen our approach to horizontal use cases, enhance qualification and objection handling frameworks, and build repeatable, scalable sales motions specifically for Zapier’s emerging enterprise segment. This focus on standardization and continuous improvement will accelerate the team's effectiveness and drive consistent results.
• • **Embrace AI and Automation:** As a leader at Zapier, you will champion the use of AI and automation. You will understand its profound impact on modern sales and customer workflows, actively experimenting with new tools and encouraging your team to leverage technology to work smarter, more efficiently, and more creatively. This includes understanding and promoting Zapier's AI Orchestration platform capabilities.
• • **Foster a Remote-First Culture:** You will model accountability, clarity, and strong communication in a remote-first environment. Building trust, aligning internal stakeholders, and fostering cross-functional success are paramount. You will embody Zapier's values and contribute to a positive and productive remote work culture.
• • **Mission Alignment:** You will be energized by Zapier's mission to democratize automation and play a key role in shaping our growth. You will be passionate about empowering customers who are embarking on their automation journey, helping them leverage Zapier to achieve their business objectives.