Head of Sales and Marketing (Remote)

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sales Manager, Mid Market Expansion based in the United States.

This is a sales leadership role focused on driving expansion revenue across an established mid-market customer base. You’ll lead and develop a team of Account Executives responsible for identifying and closing new product opportunities within existing accounts. The role is highly proactive, with a strong emphasis on outbound pipeline generation, strategic prospecting, and executive relationship building. You’ll coach sellers through complex, multi-stakeholder buying processes and help them uncover opportunities beyond their existing champions.

Success will depend on disciplined forecasting, rigorous pipeline management, and the ability to turn expansion selling into a repeatable growth engine. You’ll work cross-functionally with Customer Success, Product Marketing, RevOps, Enablement, and Product in a fast-growing, remote environment.

\Lead, coach, and develop a team of Account Executives responsible for expanding revenue within existing mid-market customer accounts.

• Establish clear sales expectations, coaching practices, and development programs that enable consistent individual and team performance.
• Drive accurate forecasting, disciplined pipeline management, and rigorous deal inspection across the team's portfolio.
• Coach Account Executives through complex, multi-stakeholder sales cycles, helping them build relationships with senior decision-makers and broader buying groups.
• Develop strategic account plans that identify expansion opportunities and introduce additional products and capabilities to new buyers within existing customers.
• Maintain a strong outbound-oriented sales culture, supporting proactive prospecting and opportunity creation rather than relying primarily on inbound demand.
• Get directly involved in strategic deals and customer opportunities, providing hands-on guidance at critical stages of the sales cycle.
• Partner with Customer Success, Product Marketing, Revenue Operations, Enablement, and Product teams to improve customer outcomes and accelerate expansion revenue.
• Establish scalable processes and best practices that make mid-market expansion a repeatable, high-performing sales motion.

2+ years of experience managing Account Executives, ideally within a high-growth technology or startup environment.

• Demonstrated experience leading teams that successfully expand revenue within existing customer accounts through new product or platform sales, rather than focusing primarily on renewals.
• Experience managing sales teams targeting organizations with approximately 1,000-5,000 employees.
• Strong track record coaching Account Executives through complex, multi-stakeholder sales cycles and helping them navigate buying groups beyond a single champion.
• Proven understanding of outbound-led expansion selling, strategic prospecting, pipeline generation, and new opportunity creation within existing accounts.
• Strong forecasting, pipeline management, and deal inspection skills, with the ability to establish sales rigor without creating unnecessary friction for the team.
• Excellent coaching, leadership, communication, and relationship-building skills.
• Ability to operate strategically while remaining hands-on in important deals and customer situations.
• Comfortable collaborating across sales, customer success, marketing, operations, enablement, and product functions.
• Strong analytical and commercial judgment, with a focus on measurable revenue growth and repeatable sales processes.
• Self-motivated and effective in a fully remote working environment.
• Equity: Equity participation for full-time employees.
• Commission: Performance-based commission opportunity.
• Remote work: Fully remote position open to candidates across the United States.
• Healthcare: Health, dental, and vision insurance for employees and dependents.
• Flexible PTO and company holidays.
• Retirement: 401(k) plan.
• Home office support: Home office stipend.
• Office perks: Daily catered lunch for employees working from the San Francisco office.
• Opportunity to lead a growing sales team and help establish a scalable mid-market expansion function.
• We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. The final decision and next steps (interviews, assessments) are managed by their internal team.

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