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