The Role
Leads, coaches, and develops a team of mid-market Account Executives selling SaaS tax and compliance solutions. Responsibilities include pipeline and forecast management, revenue target attainment, deal strategy, outbound prospecting, sales process adherence, onboarding, performance management, and cross-functional collaboration with Marketing, Customer Success, Product, and Sales Operations.
Summary Generated by Built In
Mid-Market Sales Manager
Zenwork is searching for a coach-oriented, results-driven Mid-Market Sales Manager. This position will report to the VP of Sales and will be responsible for leading and developing a team of Mid-Market Account Executives focused on driving new business growth across Zenwork’s tax and compliance automation solutions. This role is responsible for pipeline management, forecast accuracy, sales execution, and coaching while ensuring the team consistently achieves revenue targets and operational expectations. The ideal candidate for this role is a motivated sales professional early in their leadership journey or an ambitious individual contributor looking to take the next step into frontline sales management within a growing organization.
The Mid-Market Sales Manager partners closely with Sales Operations, Marketing, Customer Success, and Product to improve pipeline quality, optimize sales performance, and support scalable revenue growth. This role plays a critical part in driving Annual Recurring Revenue(ARR), improving sales execution consistency, and building a high-performing sales culture.
Location
Our preference is for this position to be in Dallas, TX or Fayetteville, AR, though we are willing to consider a remote arrangement for the right candidate.
Responsibilities
- Lead, coach, and develop a team of Mid-Market Account Executives
- Support team attainment of revenue targets
- Conduct regular pipeline reviews, forecast reviews, and deal strategy sessions
- Ensure consistent Salesforce hygiene, pipeline management, and forecasting accuracy
- Identify pipeline risks, stalled opportunities, and forecast gaps proactively
- Foster the development of outbound prospecting and territory planning strategies
- Collaborate cross-functionally with Marketing, Customer Success, and Sales Operations to improve customer outcomes and sales execution
- Coach reps on qualification, discovery, meeting preparation, objection handling, and deal progression
- Assist with onboarding and ramping new sales team members
- Maintain visibility into competitive trends and customer feedback
- Participate in account planning and customer engagements as needed
- Drive accountability across activity expectations, sales process adherence, and operational discipline
- Foster a high-performance, collaborative, and consultative sales team culture
Requirements and Qualifications
- 5+ years of SaaS Sales experience
- 1-2+ years of direct sales management or sales team lead experience
- Proven success supporting and mentoring to achieve quota
- Strong forecasting, pipeline management, and sales execution skills
- Experience managing complex B2B sales cycles
- Demonstrated ability to coach and develop high-performing sales professionals
- Strong communication and presentation skills
- Comfortable managing pipeline and forecasting activities
- Ability to analyze sales data and identify actionable insights
- Skilled at building cross-functional relationships and collaborating effectively across teams
- Strong, creative problem-solving and decision-making skills
- Willingness to learn and constantly improve
- Ability to adapt to changing priorities and business needs quickly
- Proficient in providing constructive feedback and performance management
- Genuine and charismatic personality
- Solid proficiency in Salesforce, ChatGPT, and JIRA, with the ability to effectively leverage each platform in day-to-day workflows and planning
Preferences
- Bachelor’s Degree is preferred in Business, Finance, or related fields
- Knowledge of IRS 1099 Forms, identity verification, and compliance risk (ideally in the U.S. tax or payroll space)
- Experience working in fast-paced environments
- Experience selling accounting, financial services, or tax preparation software
- ZoomInfo, 6Sense, and Outreach experience
Compensation and Benefits
We offer competitive compensation and a comprehensive benefits package, including 401k, PTO, and robust medical coverage for employees and their eligible dependents.
Equal Employment Opportunity Statement
Zenwork values diversity and does not discriminate based on race, color, religion, sex, national origin, age, disability, or genetic information in our hiring practices. We are committed to providing equal employment opportunities to all applicants and employees and fostering an inclusive and respectful work environment. If you require reasonable accommodation during the application or interview process, please let us know.
Skills Required
- 5+ years of SaaS sales experience
- 1-2+ years of direct sales management or sales team lead experience
- Proven success supporting and mentoring teams to achieve quota
- Strong forecasting, pipeline management, and sales execution skills
- Experience managing complex B2B sales cycles
- Ability to coach and develop high-performing sales professionals
- Strong communication and presentation skills
- Ability to analyze sales data and identify actionable insights
- Ability to build cross-functional relationships and collaborate effectively
- Strong creative problem-solving and decision-making skills
- Ability to adapt to changing priorities and business needs
- Proficiency in constructive feedback and performance management
- Proficiency with Salesforce, ChatGPT, and JIRA
- Bachelor's degree in Business, Finance, or a related field
- Knowledge of IRS 1099 forms, identity verification, and compliance risk
- Experience in fast-paced environments
- Experience selling accounting, financial services, or tax preparation software
- Experience with ZoomInfo, 6Sense, and Outreach
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The Company
What We Do
Zenwork, through its Tax1099 and Compliancely brands, is a fast-growing digital tax compliance and regulatory reporting technology company, with 10+ years of experience powering informational tax returns and compliance checks on behalf of its customers base. The company currently serves over 100,000 customers nationwide, including 30,000 CPA firms, as well as enterprise customers such as Allbirds, Berkshire Hathaway, GrowthForce, Rover, Deloitte, and others.
