Mid-Market Sales Manager (F/M)

About Najar

We are on a mission to reinvent procurement by transforming complex processes into simple and automated actions. Najar empowers businesses with cutting‑edge procurement solutions that are adaptable, reliable, and focused on long‑term financial health. With our AI‑driven platform, businesses can confidently navigate the complexities of procurement, ensuring that every decision is visible, precise, and built to last.

With Najar, businesses have the tools they need to take control of their procurement processes, optimize spending, and unlock the full power of automation.

Your Role

You will take ownership of structuring, coaching, and enabling Najar’s Mid‑Market AE team. You will work closely with the VP Sales to ensure predictable pipeline generation, consistent deal closure, and strong sales execution.

This is a hands‑on, field‑oriented role. You will support AEs directly, implement sales processes, and build a high‑performing, autonomous Mid‑Market team. You will play a key role in scaling the sales organization and driving sustainable growth in the Mid‑Market segment.

Your Responsibilities

Team Management & Coaching

• Lead, coach, and develop the Mid‑Market team (5 AEs)
• Hold regular 1:1s, deal reviews, and shadowing sessions
• Set clear expectations, routines, and performance standards
• Foster accountability, autonomy, and continuous improvement

Sales Execution & Enablement

• Support AEs with pipeline generation, deal strategy, and closing complex opportunities
• Implement and maintain sales routines, opportunity management, and forecasting frameworks
• Drive adoption of sales methodologies (MEDDPICC, Challenger Sales)
• Build repeatable processes for territory planning, pipeline coverage, and clear ownership across the sales funnel

Field Presence & Hands‑On Support

• Participate actively in client calls, meetings, and negotiations to unblock deals
• Model strong client interactions, negotiation, and deal management
• Maintain credibility with the team while contributing to revenue generation

Forecasting & Analytics

• Deliver accurate forecasts and monitor pipeline health
• Track key KPIs: pipeline coverage, conversion rates, average deal size, and cycle times
• Provide actionable insights to strengthen team performance and pipeline predictability

Cross‑Functional Collaboration

• Collaborate effectively with all the Najar team (BDR, Marketing, CSM, Product and Procurement)
• Align on customer segmentation, messaging, and account planning
• Translate cross‑functional insights into actionable sales strategies

Your Profile

• 3+ years of experience managing sales teams of 4–8 AEs in B2B SaaS
• Experience with Mid‑Market or Strategic accounts (deals ~€50k ACV)
• Hands‑on background in outbound sales, supporting pipeline generation and deal closure
• Proven track record in coaching and developing AE performance
• Comfortable with CRM tools (HubSpot or similar)
• Proactive, structured, hands‑on, and coachable
• Full professional proficiency in English

Nice to have:

• Familiarity with SaaS procurement or complex solution selling
• Experience scaling Mid‑Market sales teams