Director, Mid-Market Sales
Attentive · New York City · $145,000–$170,000 (stated in the posting)
About the Role
Attentive is looking for a Director, Mid-Market Sales to lead, develop, and scale a team of Mid-Market Account Executives responsible for acquiring new customers and driving revenue growth.
This is a hands-on sales leadership role for someone who knows how to build high-performing teams in outbound-driven, competitive sales environments. You'll be responsible for developing AEs who can create their own opportunities, challenge how prospects think about their business, run strategic discovery, multi-thread across stakeholders, and build urgency throughout the sales process.
We're looking for a leader who is equally comfortable coaching individual deals and building the systems, expectations, and culture that drive repeatable performance across a team.
The ideal candidate has experience leading Mid-Market SaaS sellers in a high-growth or earlier-stage environment where the playbook wasn't always fully built and success required creativity, accountability, and a bias toward action.
What You’ll Accomplish
- Lead, coach, and develop a team of Mid-Market Account Executives responsible for net-new revenue generation.
- Build a high-performance culture centered around outbound prospecting, pipeline creation, accountability, and consistent execution.
- Coach AEs to run effective discovery, uncover meaningful business pain, challenge the status quo, and connect Attentive's platform to measurable customer outcomes.
- Develop sellers who can confidently engage and multi-thread across Marketing, Ecommerce, CRM, Finance, and executive stakeholders.
- Partner closely with AEs on deal strategy, including account planning, discovery, competitive positioning, business cases, objection handling, negotiation, and closing.
- Establish clear expectations around self-generated pipeline and coach reps on creative, account-specific outbound strategies.
- Own team forecasting, pipeline inspection, performance management, and attainment against revenue targets.
- Use data to identify trends across conversion, pipeline coverage, sales cycles, win rates, and individual rep performance—and translate those insights into action.
- Hire, onboard, and develop high-performing AEs while building clear expectations around what great looks like at each level.
- Partner cross-functionally with SDR, Marketing, Enablement, Revenue Operations, Solutions Consulting, and Customer Success to continuously improve Attentive's Mid-Market GTM motion.
- Bring insights from customers, prospects, and the field back to Product and Marketing to strengthen our positioning and go-to-market strategy.
- Help evolve the Mid-Market sales playbook as Attentive's product portfolio and market opportunity continue to expand.
Your Expertise
- 7+ years of B2B SaaS sales experience, including 3+ years of frontline sales management experience.
- Proven success leading Mid-Market Account Executives against new-business revenue targets.
- Experience in an outbound sales environment where AEs are expected to meaningfully contribute to their own pipeline.
- Strong coaching ability across prospecting, discovery, multi-threading, business-value selling, objection handling, negotiation, and closing.
- Experience implementing AI into team workflows with proven improvements in efficiency or revenue
- Experience with Challenger, MEDDPICC, Command of the Message, or another structured value-based/consultative sales methodology.
- Track record of developing sellers and improving performance through consistent, actionable coaching.
- Comfortable operating in a high-growth environment where processes and playbooks continue to evolve.
- Strong forecasting and pipeline-management discipline with the ability to use data to diagnose performance and prescribe solutions.
- Demonstrated ability to attract, assess, hire, and retain high-performing sales talent.
- Strong executive presence and ability to communicate clearly with customers, sellers, and senior leadership.
- High ownership mentality—you identify problems, develop solutions, and move quickly rather than waiting for perfect information.
About the Role
Attentive is looking for a Director of Sales, Mid-Market to lead, develop, and scale a team of Mid-Market Account Executives responsible for acquiring new customers and driving revenue growth.
This is a hands-on sales leadership role for someone who knows how to build high-performing teams in outbound-driven, competitive sales environments. You'll be responsible for developing AEs who can create their own opportunities, challenge how prospects think about their business, run strategic discovery, multi-thread across stakeholders, and build urgency throughout the sales process.
We're looking for a leader who is equally comfortable coaching individual deals and building the systems, expectations, and culture that drive repeatable performance across a team.
The ideal candidate has experience leading Mid-Market SaaS sellers in a high-growth or earlier-stage environment where the playbook wasn't always fully built and success required creativity, accountability, and a bias toward action.
What You’ll Accomplish
- Lead, coach, and develop a team of Mid-Market Account Executives responsible for net-new revenue generation.
- Build a high-performance culture centered around outbound prospecting, pipeline creation, accountability, and consistent execution.
- Coach AEs to run effective discovery, uncover meaningful business pain, challenge the status quo, and connect Attentive's platform to measurable customer outcomes.
- Develop sellers who can confidently engage and multi-thread across Marketing, Ecommerce, CRM, Finance, and executive stakeholders.
- Partner closely with AEs on deal strategy, including account planning, discovery, competitive positioning, business cases, objection handling, negotiation, and closing.
- Establish clear expectations around self-generated pipeline and coach reps on creative, account-specific outbound strategies.
- Own team forecasting, pipeline inspection, performance management, and attainment against revenue targets.
- Use data to identify trends across conversion, pipeline coverage, sales cycles, win rates, and individual rep performance—and translate those insights into action.
- Hire, onboard, and develop high-performing AEs while building clear expectations around what great looks like at each level.
- Partner cross-functionally with SDR, Marketing, Enablement, Revenue Operations, Solutions Consulting, and Customer Success to continuously improve Attentive's Mid-Market GTM motion.
- Bring insights from customers, prospects, and the field back to Product and Marketing to strengthen our positioning and go-to-market strategy.
- Help evolve the Mid-Market sales playbook as Attentive's product portfolio and market opportunity continue to expand.
We'd Be Especially Excited If You Have
- Experience at an earlier-stage or high-growth SaaS company where you helped build or evolve the sales motion.
- Experience selling or leading teams selling into Marketing, Ecommerce, CRM, or other B2C business leaders.
- Martech, ecommerce technology, AI, or adjacent SaaS experience.
- Experience leading teams through a shift toward greater outbound/self-generated pipeline ownership.
- A track record of promoting AEs into larger segments or future leadership roles.
- Experience selling multi-product platforms or introducing new products into an existing sales motion.
You'll get competitive perks and benefits, from health & wellness to equity, to help you bring your best self to work.
For US based applicants:
- The US base salary range for this full-time position is $145,000 - $170,000 annually + commission + equity + benefits
- Our salary ranges are determined by role, level and location
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