Director, Mid-Market Sales

Summary

Join DevRev as the Director, Mid-Market Sales (East) and drive significant revenue growth within a designated US region. You will develop and execute sales strategies, manage a high-performing sales team, and collaborate with marketing and product teams. This role requires extensive sales experience, proven leadership skills, and a deep understanding of sales methodologies. Success in this position demands a data-driven approach, strong communication skills, and the ability to thrive in a fast-paced environment. DevRev offers a dynamic and collaborative work culture focused on innovation and customer success. The company is headquartered in Palo Alto, California, with offices in seven global locations.

Requirements

• 10+ years sales experience, 4-7 years of management experience
• Experience working in early stage companies - Seed, Series A or Series B
• Leader who can inspire the team through action
• Demonstrated experience selling to Mid-Market customers
• Experience in hiring, onboarding, developing, promoting and performance managing Mid-Market Account Executives
• Ability to thrive in a fast-paced, dynamic environment and lead effectively through change and ambiguity
• Deep understanding of sales processes, methodologies, and best practices, with experience implementing sales enablement tools and systems
• Proven expertise in building outbound sales strategies and ensuring accountability among Account Executives for prospecting
• Skilled in establishing AE targets, quotas, and KPIs essential for meeting corporate growth objectives
• Strong leadership skills with experience building and managing high-performing sales teams
• Excellent communication, negotiation, and interpersonal skills, with the ability to engage and influence stakeholders at all levels
• Strategic thinker with a customer-centric mindset and a passion for driving innovation and results

Responsibilities

• Drive ARR growth through new customer acquisition and expansion
• Develop US GTM strategy and coverage model, including ICP, messaging, customer segmentation, sales coverage, sales roles and sales capacity
• Work with Marketing to develop and execute the pipeline plan (Digital marketing, Events, SDRs etc) for the region
• Work with the Partnership team to develop and execute a plan to sell DevRev through partners such as ISV, VARs, SIs, MSPs, Hyperscalers, etc
• Hire, develop, and manage high-performing sales team of Enterprise Account Executives for the West
• Foster a dynamic and collaborative sales environment that upholds DevRev’s values and achieves company’s growth targets
• Deliver accurate weekly forecast reports, contributing to a culture of accountability and precision in our sales processes
• Use data-driven insights to inform decision-making and drive continuous improvement in sales effectiveness and efficiency
• Ensure the sales team is organized and plans strategically, maintaining focus on the most impactful priorities
• Partner with Product and Engineering teams to bring voice of customers in product prioritization and roadmap development