Invoca
SaaS
Manager,Mid-MarketSales
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“Manager, Mid-Market Sales at Invoca. Skills: Sales management, Revenue target delivery, Team leadership, Pipeline management. Lead a team of Account Executives responsible for acquiring new logos and expanding existing customer relationships within the Mid-Market segment. Build and maintain accurate proactively identify risks and develop mitigation plans”
What You'll Achieve.
Own and deliver the Mid-Market team’s revenue targets across new business and expansion, including monthly, quarterly, and annual quotas; Achieve predictable, scalable revenue growth; Accelerate outcomes and model excellence in strategic deals; Attract, retain, and elevate talent; Ensure seamless handoffs, post-sale outcomes, and expansion opportunities; Improve team productivity, deal intelligence, and decision-making
Industry & Context.
What They're Looking For.
Must Have
3–5+ years of frontline sales management experience in B2B SaaS, with a proven track record of consistently meeting or exceeding team revenue targets, Prior individual contributor experience as a quota-carrying seller with demonstrated success in both new logo acquisition and account expansion, Direct selling experience as a hunter-farmer hybrid, capable of closing deals and managing an expansion book with measurable results, Experience managing a team selling into mid-market accounts (typically $10K–$100K+ ACV), coaching and development skills with the ability to attract, retain, and elevate talent, Excellent forecasting discipline and pipeline management acumen, Working knowledge of Salesforce. com is required, Outstanding verbal and written communication skills with the ability to present to internal leadership and external stakeholders
Nice to Have
Experience in MarTech, AdTech, call analytics, or AI/conversational intelligence platforms, AI/Tech proficiency, including actively using AI tools in your sales workflow, Experience with consumption-based or usage-based pricing models, Track record of building or scaling a Mid-Market sales function, College degree or equivalent experience
What You'll Do.
Lead a team of Account Executives responsible for acquiring new logos and expanding existing customer relationships within the Mid-Market segment
Build and maintain accurate proactively identify risks and develop mitigation plans
Drive pipeline velocity by coaching reps on deal strategy
Personally engage in strategic deals as a player-coach to accelerate outcomes and model excellence
and retain a high-performing team of Mid-Market Account Executives
Coach and develop individual contributors through regular 1: 1s
and structured feedback
Set clear performance expectations
hold the team accountable
and manage underperformance directly and constructively
Create a culture of urgency
continuous improvement
Develop and execute a Mid-Market go-to-market strategy aligned with Invoca’s broader sales and company objectives
Design and refine the team’s sales plays
and territory plans for maximum coverage and efficiency
Collaborate with Marketing on demand generation campaigns
and inbound/outbound pipeline development
Partner with Customer Success and Sales Engineering to ensure seamless handoffs
and expansion opportunities
Establish and track key performance indicators (KPIs) including pipeline creation
Run effective team meetings
and forecast calls with clear agendas and actionable takeaways
Maintain CRM hygiene and ensure the team operates with discipline in Salesforce
Leverage AI tools and data insights to improve team productivity
How You'll Work.
Team & Collaboration
Partner cross-functionally with Marketing, Customer Success, Product, and Sales Engineering to drive predictable, scalable revenue growth; Collaborate with Marketing on demand generation campaigns, event strategy, and inbound/outbound pipeline development; Partner with Customer Success and Sales Engineering to ensure seamless handoffs, post-sale outcomes, and expansion opportunities
Communication Scope
Outstanding verbal and written communication skills; Ability to present to internal leadership and external stakeholders
Full Job Description
About Invoca Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 300 employees, 2,000+ customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists, including Upfront Ventures, Accel, Silver Lake Waterman, H.I. G. Growth Partners, and Salesforce Ventures. About the Role As Manager, Mid-Market Sales, you will lead a team of Account Executives responsible for acquiring new logos and expanding existing customer relationships within the Mid-Market segment. You are a player-coach who thrives on building pipeline, accelerating deals, and developing talent. You will partner cross-functionally with Marketing, Customer Success, Product, and Sales Engineering to drive predictable, scalable revenue growth. This role is critical to Invoca’s growth strategy and reports directly into the sales leadership team overseeing North America. You Will Own and deliver the Mid-Market team’s revenue targets across new business and expansion, including monthly, quarterly, and annual quotas. Build and maintain accurate forecasts; proactively identify risks and develop mitigation plans. Drive pipeline velocity by coaching reps on deal strategy, qualification, negotiation, and close plans. Personally engage in strategic deals as a player-coach to accelerate outcomes and model excellence. Team Leadership & Development Recruit, hire, onboard, and retain a high-performing team of Mid-Market Account Executives. Coach and develop individual contributors through regular 1:1s, call reviews, pipeline reviews, and structured feedback. Set clear performance expectations, hold the team accountable, and manage underperformance directly and constructively. Create a culture of urgency, accountability, continuous improvement, and winning. Strategy & Execution Develop and execute a Mid-Market go-to-market
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