The Role
Lead and develop a Mid-Market Account Executive team to build pipeline, run full sales cycles, and close new B2B SaaS business across North America. Own metrics, forecasting, hiring, onboarding, cross-functional collaboration, and playbook creation while participating in strategic deals and coaching reps to exceed quota.
Summary Generated by Built In
About Rootly
About the Role
What You'll Do
What You'll Need
Why Rootly?
At Rootly, we are on a mission to be the go-to way companies respond when things go wrong, helping every organization be more reliable. We do this by building an industry-leading incident management platform that allows companies around the world consistently and quickly resolve incidents. We are not simply transforming an industry, we are carving an entirely new +$B segment ourselves and need incredible talent to achieve this ambitious goal together.
Customers love Rootly. Some of the fastest growing companies around the world such as NVIDIA, Figma, Canva, Tripadvisor, Squarespace and more rely on Rootly to power their critical incident management process. They obsess over our delightful enterprise-ready platform and unique partnership model. See why our customers have reviewed us 5 stars on G2.
Investors love Rootly. We are backed by some of the most respected funds in the world from Y Combinator to operators like the CTO of Dropbox and GitHub. We'd be happy to disclose our entire funding and profitability picture live during the interview. As a culture we relentlessly put transparency first. We conduct monthly financial reviews as a team so everyone has a pulse on the health of the business and publish what we are building in our weekly changelog.
This is a ground floor opportunity to build and lead Rootly's Mid-Market sales motion. As the first Manager, Mid-Market Sales, you won't just manage a team, you'll help shape the playbook, the culture, and the trajectory of one of our highest-priority segments.
You will lead, coach, and develop a team of Mid-Market Account Executives responsible for building pipeline, running full sales cycles, and closing new business across North America. Your success will be measured by your team's quota attainment, their development, and the processes you put in place to help them consistently win.
This role reports directly to our VP of Sales.
What You'll Do
- Lead, coach, and develop a team of Mid-Market Account Executives to consistently meet and exceed quota
- Own team performance metrics; pipeline coverage, conversion rates, cycle times, and forecast accuracy while using data to drive coaching and process improvements
- Run regular 1:1s, pipeline reviews, and deal strategy sessions that level up your team's skills and close rates
- Partner closely with Marketing, RevOps, and CS to build a seamless end-to-end motion from top of funnel through to close
- Hire and onboard new AEs as the team scales, building a high-performance culture from day one
- Bring structure, repeatability, and creativity to a segment that is still being defined; you'll write the playbook as much as you'll run it
- Actively participate in key deals and strategic conversations, acting as an executive sponsor and resource for your team in the field
- Report on team performance and share insights with leadership on a regular cadence
What You'll Need
- 3+ years of experience managing a Mid-Market or commercial sales team in a B2B SaaS environment
- A track record of hitting and exceeding team quota as a sales manager
- Experience as a top-performing individual contributor before moving into management — you know what great looks like on the ground
- Strong coaching instincts; you know how to identify what's holding a rep back and how to fix it
- Experience managing the full sales cycle, from outbound prospecting through to close
- High business acumen; you understand how to position value to technical buyers and business leaders alike
- Comfortable operating in a high-growth, fast-moving environment where not everything is figured out yet
- Experience selling into DevOps, engineering, or ITOps personas is a strong plus
- Familiarity with Salesforce, Outreach or similar sales tools
Why Rootly?
We’re not just another startup. We’re building something category-defining and want teammates who crave ownership, love solving hard problems, and thrive in a high-bar, high-impact environment.
Here’s what you can expect when you join Rootly:
- Competitive compensation and early equity in a fast-growing, venture-backed company.
- Comprehensive medical, dental, and vision coverage.
- 3 weeks of vacation, plus unlimited sick and mental health days, and a company-wide end-of-year shutdown to recharge.
- $500 stipend for home office setup.
- Unlimited token usage and access to AI tools
- A fast-moving, high-impact environment where your leadership and ideas directly shape the future of the company.
If this sounds like the kind of challenge and opportunity you’re looking for, apply now and let’s build something great together.
Rootly is an equal opportunity employer. We aim to create an environment where every team member at Rootly feels like they belong so they can have a greater impact on our business and customers. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Skills Required
- 3+ years managing a Mid-Market or commercial sales team in B2B SaaS
- Proven track record of hitting and exceeding team quota as a sales manager
- Experience as a top-performing individual contributor prior to management
- Strong coaching instincts and ability to improve rep performance
- Experience managing the full sales cycle from outbound prospecting through close
- High business acumen; ability to position value to technical buyers and business leaders
- Comfortable operating in a high-growth, fast-moving environment
- Familiarity with Salesforce, Outreach or similar sales tools
- Experience selling into DevOps, engineering, or ITOps personas
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The Company
What We Do
Rootly is an incident management platform on Slack that helps automate manual admin work during incidents. Leading companies such as NVIDIA, Squarespace, Canva, Grammarly, OpenSea, Figma, and countless others trust Rootly to build a consistent incident response process. See why they rate us 5 stars on G2: https://www.g2.com/products/rootly-manage-incidents-on-slack/reviews
