Manager, Mid-Market Sales

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. As Manager of Mid-Market Sales, you will lead a team responsible for acquiring new customers and expanding existing relationships within the Mid-Market segment, driving revenue growth and collaborating cross-functionally to achieve strategic objectives.

Responsibilities:

• 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
• 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
• 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, account segmentation, and territory plans for maximum coverage and efficiency
• 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, strong post-sale outcomes, and expansion opportunities
• Establish and track key performance indicators (KPIs) including pipeline creation, win rates, deal cycle times, average deal size, and activity metrics
• Run effective team meetings, QBRs, 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, deal intelligence, and decision-making

Requirements:

• 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)
• Strong 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
• 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