Team Lead, Mid-Market Sales

Qualified is the PipelineAI platform for B2B companies around the world. With Piper the AI SDR, Qualified offers a whole new way to grow inbound pipeline with one powerful platform. Piper operates across both the website and email, working to engage website visitors, capture leads, and convert buyers into pipeline around the clock. Hundreds of the world’s leading brands—including Crunchbase, Asana, Box, and Grubhub—choose Qualified to increase lead conversions, generate more meetings, and improve efficiency within their inbound pipeline motion.

The Opportunity

As a Team Lead for Mid-Market Sales, you will be reporting to the Senior Director of Mid-Market and you will be responsible for managing a team of 3-4 sales executives, as well as working deals and closing business. We are looking for a player/coach who will have a hands-on approach with their direct reports and in tandem be at the front lines with potential customers facilitating every stage in the sales cycle. The expectation is that success in this role leads to a full time management role.

What You'll Be Doing as a 'Player'

• Prospect, qualify, and close new business deals with Mid-Market-sized organizations (100-500 people), leveraging your strategic insight to demonstrate the value of Qualified 

• Actively work your identified target accounts while continually building and maintaining a robust sales pipeline 

• Be the quarterback for your prospective customers and know when to pull in the right stakeholders

• Collaborate cross-functionally with key partners such as Marketing, Sales Engineering, Product and Success

• Understand the competition enabling you to strategically speak to our place in the market

What You'll Be Doing as a 'Coach'

• Directly manage 3-4 full cycle mid-market account executives

• Partner with the Senior Dir of MM to set performance goals and metrics for the sales team and monitor their progress towards meeting these goals.

• Support the AE’s with key customer relationships and participating in high-level negotiations and discussions as needed.

• Provide mentorship, coaching, and guidance to the sales team to help them develop their skills and achieve their individual targets.

Must Have Experience

• 1+ year managing a team of Account Executives or in a Player/Coach role

• 2-4 years of B2B SaaS full cycle sales, with experience selling into organizations of 100+ people with an ICP of marketing and sales leaders

• 1-2+ years within MarTech

• Bachelor’s degree or higher

• Goal-oriented with a proven track record of overachievement (President’s Club, Rep of the Year, etc.)

• Proven ability to lead an effective sales process and close new business

• An ability to articulate and sell the business value of MQLs, lead generation, conversions to the business of all sizes

• Excellent thought leadership traits with the ability to successfully drive a value-based sales cycle.

• Smart, organized, self-motivated, flexible and team player

• Possess a strong desire to be successful and thrive in a high energy team environment

• Extraordinary presentation and interpersonal skills with an ability to interface and develop productive C-level relationships

• Trained on MEDDIC and/or other Enterprise sales methodology 

• Experience with Salesforce.com and other virtual selling tools such as Zoom, Webex and other comparable tools

About Qualified

Qualified is the AI pipeline generation platform for revenue teams that use Salesforce. Headquartered in San Francisco, Qualified delivers pipeline generation at scale with AI and automation for thousands of customers like Autodesk, Blackbaud, and Epson. Led by former Salesforce CMO Kraig Swensrud and former Salesforce Product SVP Sean Whiteley, Qualified boasts 900+ 5-star reviews on G2 and is ranked #1 on the Salesforce AppExchange. Qualified is funded by Sapphire, Tiger Global, Norwest Venture Partners, Redpoint Ventures, and Salesforce Ventures.

One Team

We’re all in this together with a shared goal: grow the business and each other.  Work as a team, win as a team.  Collaborate and strategize across departments to deliver A+ work.  We are bold thought leaders that value creating a sense of belonging for all and celebrating our wins, big or small.

Customer Obsessed

Prioritize the customer above everything else. Build a product that our customers love. Establish ourselves as their trusted advisor and do “Whatever it takes” to make them successful. Prove the ROI. Only when our customers win do we win.

Think Big & Move Fast

We’re defining a new category and we have fierce competition. Fast-paced innovation is the name of the game. We look forward. We reimagine. We throw out new ideas. We test things. We move quickly. We challenge the norm. We don’t settle for status quo.

On the heels of their Series C financing, Qualified is looking to grow the team so that they can do even more, even faster; they’re focused on delivering our customers more innovation, additional services, an expanded product portfolio, and even deeper ties into the Salesforce CRM platform. Qualified is looking for folks that are fired up about joining a fast-paced, fast-growing company that is doing big things.

Diversity & Inclusion

Qualified is committed to bringing together individuals from different backgrounds and perspectives. We strive to create an inclusive environment where everyone can thrive, feel a sense of belonging, and do great work together.

We are proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, Veteran status, or any other legally protected status.