Define and execute the sales strategy for Mid-Market and Enterprise segments
Build territory plans and a pipeline aligned with the growth strategy
Ensure adequate pipeline coverage and revenue predictability
Structure and scale the outbound operation (ICP, segmentation, cadence, channels)
Integrate Marketing, BDR and Sales into a cohesive engine, leveraging the Operations team for instrumentation and data intelligence, guided by business rules
Ensure consistent generation of qualified pipeline
Lead a team of AEs and ensure capacity predictability with clear revenue triggers
Implement structured deal review routines and continuous coaching
Develop sellers to handle complex sales
Conduct weekly forecast routines with a high level of accuracy
Manage pipeline by stage, aging and conversion
Identify risks and act proactively on strategic deals
Develop, together with Operations, a forecasting framework and method that is each seller's responsibility, with the goal of providing pipeline visibility
Contribute market insights to product evolution
Improve inbound conversion and outbound acquisition efficiency

Experience with structured and scalable outbound
Consultative selling (Mid-Market / Enterprise)
Long sales cycles and multi-stakeholder deals
Knowledge of inbound engine for Small and Mid-Market
Strong command of forecasting and pipeline management; familiarity with methodologies such as MEDDICC, Challenger, SPIN, and CRMs (Salesforce, HubSpot or similar)
Experience setting targets, quotas and performance management
Experience in high-growth SaaS companies (optional)
Experience in business model transformation (e.g., inbound → outbound / PLG → sales-led) (optional)
Experience building teams from scratch or leading a turnaround (optional)
Experience competing in competitive markets or handling complex sales (optional)

Sales Manager – B2B SaaS, Outbound, Mid-Market & Enterprise

Key skills