Sales Manager - Mid-Market
Working at Thoropass
At Thoropass, we are on a mission to transform an industry that’s never been known for innovation, but we aren’t letting that stop us. We love collaborating to devise new ways to solve problems that would stump other teams, and we have created a workplace where the best idea wins and we bring out the best in each other.
Our team is full of entrepreneurial people with a bias toward action, an insatiable intellectual curiosity, and a desire to learn and grow personally and professionally. By bringing remarkably talented people together, we have the opportunity to create something truly amazing for our customers and our team.
What We Do
Thoropass combines simple software with expert guidance to help companies manage security compliance, security audits, and enterprise procurement security diligence. Thoropass helps companies adopt stage-appropriate compliance practices that enterprises can trust and reduce the time and costs of security audits by 50% or more.
We are a rapidly expanding team based in New York. We were founded in May 2019 and raised our Series C funding in November 2022. Our top investors include J.P. Morgan, PayPal Ventures, Fin Capital, Centana, Canapi and Bain Capital. We're growing customers and revenue dramatically, and we’re poised for continued break-out growth in 2024 and beyond.
About the Job
As a Mid-Market Sales Manager, you will lead, coach, and develop a team of talented Account Executives selling into our mid-market accounts in the health tech and fintech space. You will have ownership and autonomy over hiring, training, managing, coaching, and driving this team to exceed goals.
Reporting directly to the VP of Sales, and working closely with Sales Ops, Marketing, Partnerships and your team of mid-market AEs, you will play a key role in shaping and implementing our sales strategy to drive exponential growth. While this is a fast-paced environment, and you'll be constantly challenged, you will be supported by engaged teammates who are invested in your future success.
Key Responsibilities
- Recruit, hire, onboard and train your sales team to become strong individual contributors
- Coach, mentor, and motivate a high-performing sales team
- Provide training and constructive feedback to team members consistently
- Assist the sales team with client meetings, presentations, and negotiations
- Use sales training techniques & methodologies to upskill and enhance performance
- Provide reps with the tools, strategies and frameworks to achieve sales targets
- Maintain the highest levels of integrity, authenticity and honesty
- Uphold company values and embrace team culture
- Help set sales goals and manage team productivity, and funnel of opportunities to achieve and exceed agreed-upon metrics and KPIs
- Conduct weekly forecast reviews and accurately forecast pipeline
- Assess and suggest ongoing process improvements and implementation of systems to make the team more efficient
- Act as a liaison for our customers and provide feedback to the business and product owners
- Travel on-site for high potential customer meetings
- Travel on-site to NYC 1-2X a quarter (if you are not NYC-based)
About You:
- You are a results-oriented, empathetic leader, driven to help your team and the company exceed goals.
- You are able to synthesize complex information and provide insights to your team and to leadership for strategic decision-making.
- You have excellent written and verbal communication skills and are comfortable explaining complex concepts to technical and non-technical audiences.
- You have strong active listening skills, are deeply curious, and believe in a consultative, value-based sales approach.
Preferred Skills and Experience
- 2+ years as a full-cycle Account Executive, with a demonstrated record of quota over-attainment in the mid-market or Enterprise
- 2+ years managing an inbound/outbound Sales Team, with a demonstrated record exceeding goals in the mid-market or Enterprise
- Previous experience working at a B2B SaaS Startup
- Demonstrated ability to hire, train, develop, and retain top sales talent
- Deep understanding of and ability to train/coach on full-cycle sales skills (cold calling, qualification, discovery, demos, negotiation, uncovering hidden objections, closing, etc.)
- Preferred experience selling information security or compliance solutions to technical and compliance personas
- Preferred experience selling to health teach and fintech companies
Compensation:
- The compensation range for this position is $135,000 -$160,000 base with a $70,000 - $90,000 variable comp
- Exceptional health, vision, and dental care
- Early equity in a fast-growing company
- Hybrid on-site model (coming into our NYC office minimum 2 days a week)
- Unlimited PTO
- $400 Home office equipment stipend
- Monthly wellness and wifi stipend
- Learning and development stipend
- Pet insurance
Equal Opportunity
Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.