Mid Market Sales Manager

About Rocketlane
Rocketlane is on a mission to redefine how companies deliver value to customers.
Rocketlane's platform helps organizations onboard customers, implement software, deliver professional services, and manage projects with greater visibility, predictability, and efficiency. Today, Rocketlane powers some of the world's fastest-growing software companies including many Forbes Cloud 100 and AI-native organizations.
Following multiple years of rapid growth, Rocketlane recently announced a $60M Series C led by Insight Partners and was recognized by Business Insider as one of the startups most likely to become the next unicorn.
As we continue to scale, we're looking for exceptional leaders to help build the next chapter of our go-to-market organization.

The Opportunity
We're looking for a Mid-Market Sales Manager to lead and develop a team of Account Executives focused on acquiring and expanding relationships with mid-market customers across North America.
This is not a "keep the lights on" management role.
We're looking for a builder who enjoys coaching reps, improving systems, developing talent, and helping shape the future of Rocketlane's sales organization. You'll work closely with leadership across Sales, Marketing, Partnerships, Customer Success, Solutions Engineering, and Product to drive predictable growth and create an exceptional buying experience.
You'll inherit a strong foundation and a talented team while helping us scale toward the next stage of growth.

What You'll Do

• Lead a High-Performance Team
• Drive accountability around pipeline generation, forecast accuracy, deal execution and customer outcomes
• Build a culture of continuous improvement, ownership and high standards
• Conduct regular pipeline reviews, forecast calls, deal strategy sessions and performance coaching

Drive Revenue Growth

• Own attainment of team quota and key sales metrics
• Help reps navigate complex evaluations involving multiple stakeholders
• Assist with executive alignment, business cases, procurement strategy, and competitive positioning
• Ensure strong pipeline coverage and healthy funnel conversion across the team

Coach and Develop Talent

• Participate in call reviews, deal reviews, and skill development sessions
• Coach reps on discovery, MEDDPICC, business value selling, negotiation and executive engagement
• Create development plans that help top performers accelerate their careers
• Identify future leaders and help build Rocketlane's sales management bench

Improve the Sales System

• Partner with RevOps, Marketing and BDR leadership to improve territory strategy, pipeline generation and forecasting
• Drive adoption of sales processes and best practices
• Use data to identify opportunities to improve productivity and performance

Be a Cross-Functional Leader

• Partner closely with Customer Success and Professional Services to ensure smooth customer handoffs
• Work with Product and Solutions Engineering to surface market feedback and competitive insights
• Collaborate with executive leadership on strategic initiatives and growth opportunities

What We're Looking For
Experience

• 2+ years of frontline sales management experience in B2B SaaS
• 5+ years of quota-carrying SaaS sales experience
• Experience leading Mid-Market or Enterprise Account Executives
• Track record of hiring, developing and retaining top-performing sales talent
• Consistent history of exceeding revenue targets

Skills

• Strong coaching and leadership capabilities
• Excellent forecasting and pipeline management skills
• Experience with MEDDPICC or similar enterprise sales methodologies
• Ability to operate in a fast-moving growth environment
• Strong executive communication and stakeholder management skills
• Data-driven decision maker with operational discipline

Characteristics

• Builder mentality
• High ownership and accountability
• Competitive but highly collaborative
• Curious and coachable
• Comfortable operating through ambiguity
• Passionate about helping others grow

Bonus Points

• Experience selling PSA, Professional Services, Customer Success, Project Management, ERP, CRM or adjacent SaaS platforms
• Experience leading teams selling into Customer Success, Professional Services, Operations, PMO or IT organizations
• Experience in high-growth venture-backed SaaS environments
• Experience building teams through periods of rapid scale

Why Rocketlane?

• Join one of the fastest-growing software companies in the market
• Lead a talented team selling a category-defining product
• Help shape the future of a rapidly scaling GTM organization
• Competitive compensation package including equity
• Work directly with experienced SaaS leaders who have scaled multiple businesses
• Opportunity for significant career growth as Rocketlane continues to expand

Rocketlane is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for all employees.