Mid-Market Sales Manager (F/M)

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

• 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
• 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
• 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
• 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
• 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