The Role
At First Advantage (Nasdaq: FA), people are at the heart of everything we do. From our customers and partners to our greatest advantage — our team members. Operating with empathy and compassion, First Advantage fosters a global inclusive workforce devoted to the diverse voices that make up our talent and products. Our team members empower each other to be their authentic selves and treat all with respect, integrity, and fairness.
Say hello to a rewarding career and come join a leading provider of mission-critical background screening, drug screening, and identity solutions to some of the most recognized Fortune 100 and Global 500 brands.
About The Role:
The Director, Mid-Market Sales leads a high‑performing team responsible for new logo acquisition and expansion across the US Mid‑Market segment. This leader will set the segment strategy, hire and develop front‑line managers and account executives, operationalize a data‑driven sales motion, and consistently deliver bookings and revenue targets. The ideal candidate brings proven success building pipeline, driving disciplined execution across the full sales cycle, and elevating a value‑based, solution‑oriented sales approach.
Key Responsibilities
Segment Strategy & Operating Rhythm
Why First Advantage is Your Next Big Career Move:
First Advantage is going through a technology transformation! We are looking for experts who are excited to work with advanced technologies and provide best-in-class user experience, drive the development and deployment of scalable solutions, and smoothly guide our agile teams and clients through meaningful changes as we continue to expand our impact.
Additional benefits offered to our eligible people include:
What Are You Waiting For? Apply Today!
You have learned a little about us today – we want to learn about you! If you think this position and our company are a great fit for your areas of interest and expertise, tell us about you by applying now!
The salary range for this position is approximately $100-120k base annually. This range reflects our good faith estimate to pay fairly as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate’s experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process.
Say hello to a rewarding career and come join a leading provider of mission-critical background screening, drug screening, and identity solutions to some of the most recognized Fortune 100 and Global 500 brands.
About The Role:
The Director, Mid-Market Sales leads a high‑performing team responsible for new logo acquisition and expansion across the US Mid‑Market segment. This leader will set the segment strategy, hire and develop front‑line managers and account executives, operationalize a data‑driven sales motion, and consistently deliver bookings and revenue targets. The ideal candidate brings proven success building pipeline, driving disciplined execution across the full sales cycle, and elevating a value‑based, solution‑oriented sales approach.
Key Responsibilities
Segment Strategy & Operating Rhythm
- Define Mid‑Market coverage model (territories, vertical focus, partner/alliances motion) and annual GTM plan.
- Establish operating cadence (forecast, pipeline, deal reviews, win/loss) with a focus on predictable bookings, seller productivity, and cycle‑time reduction.
- Hire, onboard, and develop front‑line sales managers and account executives; set clear expectations and coach to behaviors and outcomes.
- Build a performance culture grounded in FA values (Authenticity, Curiosity, Integrity, Teamwork, Customer‑Inspired).
- Attract and retain diverse, top‑tier sales talent; succession plan for critical roles.
- Own segment forecast; drive discipline in qualification, stage progression, and risk mitigation.
- Partner with Marketing on demand creation and with SDR/BDR leadership on prospecting effectiveness to ensure healthy, segment‑right pipeline coverage.
- Guide managers on coaching big bets, negotiation strategy, and executive alignment; personally engage on top strategic opportunities.
- Work with RevOps to refine territories, quotas, comp levers, and dashboards; ensure data quality and actionable insights.
- Partner with CS and Implementation to ensure seamless handoffs and measurable customer outcomes.
- Provide structured feedback loops to Product and Pricing for Mid‑Market needs.
- Ensure adherence to pricing, discounting, contracting, and approval policies; model ethical selling.
- Manage to budget; optimize headcount and investment for ROI.
- 10+ years of B2B sales experience with 5+ years leading managers and/or multi‑region seller teams in SaaS, data, or technology‑enabled services.
- Demonstrated success building and scaling Mid‑Market motions: territory design, quota setting, pipeline generation, forecast accuracy, and consistent over‑achievement to plan.
- Proven ability to recruit, develop, and retain high‑performing sales talent; track record of elevating managers and creating repeatable coaching frameworks.
- Expert command of value‑based/solution selling and C‑suite executive engagement; strong negotiation and deal‑structuring skills.
Why First Advantage is Your Next Big Career Move:
First Advantage is going through a technology transformation! We are looking for experts who are excited to work with advanced technologies and provide best-in-class user experience, drive the development and deployment of scalable solutions, and smoothly guide our agile teams and clients through meaningful changes as we continue to expand our impact.
Additional benefits offered to our eligible people include:
- Ability to work remotely with occasional business travel.
- Medical, Vision, Dental, and supplementary benefit plans
- 401k with an employer match, and an Employee Stock Purchase Plan (ESPP)
- Competitive and flexible Paid Time Off (PTO) and 9 paid company holidays
- Access to tech and growth opportunities, and leaders who want you to succeed!
What Are You Waiting For? Apply Today!
You have learned a little about us today – we want to learn about you! If you think this position and our company are a great fit for your areas of interest and expertise, tell us about you by applying now!
The salary range for this position is approximately $100-120k base annually. This range reflects our good faith estimate to pay fairly as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate’s experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process.
First Advantage Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about First Advantage and has not been reviewed or approved by First Advantage.
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Retirement Support — A retirement plan is consistently described as part of the core package, including a 401(k) with an employer match and match levels that can be competitive. An Employee Stock Purchase Plan is also referenced alongside retirement, adding another long-term savings vehicle in some regions.
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Leave & Time Off Breadth — Time off is positioned as a meaningful strength, with generous vacation/holiday coverage and policies that can be flexible depending on employee type. Flexible Time Off for salaried roles, accrual-based PTO for hourly roles, and Volunteer Time Off are all cited as available in the broader package.
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Healthcare Strength — Medical coverage appears anchored in a mainstream national network, with Aetna-administered options referenced and broad provider acceptance highlighted. Overall medical coverage is framed as fairly good to very good in quality, even if the exact plan design varies by state and year.
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The Company
What We Do
First Advantage delivers comprehensive background check solutions and insights that enable employers and housing providers to make confident choices, reduce risk, and maintain compliance. With offices in 26 locations and a staff of 4,000+ employees, First Advantage leverages leading technology and the industry’s largest global capabilities to complete background checks in 200+ countries and territories. If you’re looking for employee or tenant background check solutions that enable fast and reliable decision making, we’re your First Advantage. For more detailed information on First Advantage products and services, visit fadv.com.
