Mid Market Sales Manager, Toronto

📋 Description

• • Recruit, hire, and build a high-performing mid-market sales team in Canada, ensuring timely and budget-conscious staffing.
• • Lead and enable sales representatives to achieve and exceed key productivity metrics, growth milestones, and revenue targets.
• • Drive disciplined pipeline generation by leveraging field sales, marketing, channel partners, and sales development resources to accelerate new business acquisition.
• • Develop and execute a regional account strategy that promotes collaborative team selling and maximizes market penetration.
• • Partner closely with Sales Engineering to deliver consistent, high-quality product demonstrations and a repeatable technology validation and proof-of-concept program.
• • Cultivate strong relationships with existing customers to drive high renewal rates, rapid upsell expansion, and customer referrals focused on value realization.
• • Accurately forecast monthly and quarterly revenue through disciplined deal inspection and a structured forecast methodology, presenting insights to executive leadership.
• • Establish and nurture strategic relationships with existing channel partners while identifying and onboarding new channel partners to expand market reach.
• • Manage complex sales cycles involving multiple buying influences in emerging cybersecurity and software solution categories.
• • Close deals with contract values of $50K+ and consistently pursue transactions exceeding $100K+.
• • Communicate technical product features as clear business value propositions to executive-level stakeholders across customer and partner organizations.
• • Maintain a hunter mentality by actively creating new demand, acquiring new logos, and sourcing fresh pipeline without reliance on inbound leads.
• • Operate with a high degree of accountability, consistently over-achieving personal and team sales objectives in a fast-paced, dynamic environment.
• • Utilize consultative, value-based sales methodologies such as Force Management or Challenger Sale to guide team performance and customer engagement.
• • Demonstrate outstanding verbal, written, and presentation skills to influence decision-makers and represent Abnormal Security with professionalism and integrity.