Manager, Mid Market Sales

Responsibilities

• Lead and Develop a High-Performing Emerging AE Team
• Manage a team of Account Executives selling Zapier's automation platform to customers in the 1-999 employee range. Guide the team to success across an inbound motion, ensuring consistent attainment of revenue goals.
• Hire and Onboard Exceptional Talent
• Recruit, coach, and ramp quota-carrying AEs with strong product acumen, technical fluency, and a builder mindset. Instill a culture of ownership, experimentation, and continuous learning.
• Coach for Full-Funnel Mastery
• Provide hands-on coaching across pipeline generation, discovery, multi-threading, and closing. Help AEs become fluent in selling to both executive-level decision-makers and technical end users.
• Elevate Strategic Execution
• Oversee AE execution of strategic adoption plans with support from Solutions Engineers, Customer Success, Marketing, and Product. Drive increased adoption, retention, and expansion by aligning with buyer needs across IT, operations, and business functions.
• Operational Excellence
• Drive rigor in pipeline inspection, forecasting, and activity hygiene using tools like HubSpot. Set clear expectations, run consistent deal reviews, and manage performance with clarity and empathy.
• Collaborate Cross-Functionally
• Partner with Product Marketing, Demand Gen, RevOps, and Engineering to deliver effective go-to-market strategies. Represent the AE perspective in strategic planning and process design.
• Act as a Customer Champion
• Maintain executive-level relationships with high-potential accounts and bring customer voice back to Product, influencing roadmap priorities that align with real-world use cases and needs.
• Refine and Scale Playbooks
• Codify what works-sharpen our approach to horizontal use cases, improve qualification and objection handling frameworks, and build repeatable sales motions for Zapier's emerging enterprise segment.

Requirements

• Experienced Sales Leader
• You've led quota-carrying AEs for at least 2 years and bring 5+ years of SaaS sales experience overall. You're comfortable managing sellers who operate across inbound and outbound channels, selling $50K+ deals into complex orgs.
• Fluent in Horizontal SaaS, AI and Automation
• You have a strong grasp of selling products like Zapier: flexible, horizontal platforms that require deep discovery and solution alignment across technical and non-technical buyers.
• Technically Conversant & Business-Savvy
• You're credible with both IT and business stakeholders-comfortable discussing APIs, integrations, AI, compliance, and platform extensibility. You help AEs navigate these conversations with confidence.
• Builder Mentality
• You thrive in evolving environments and bring structure to ambiguity. You've helped build or scale sales motions before and enjoy testing new ideas, playbooks, and GTM strategies.
• AI-Curious and Experimentation-Driven
• You understand the impact of AI and automation in modern sales and customer workflows. You experiment with tools and encourage your team to leverage technology to work smarter.
• Communicator and Collaborator
• You're a strong communicator who builds trust, aligns internal stakeholders, and fosters cross-functional success. You model accountability and clarity in a remote-first setting.
• Mission-Aligned
• You're energized by Zapier's mission to democratize automation and excited to shape our growth with customers who are just beginning their automation journey.
• You use AI in your work today - not occasionally, but as part of h

Benefits

Additional Information

AI at Zapier At Zapier , we build and use automation every day to make work more efficient, creative, and human. So if you're using AI tools while applying here - that's great! We just ask that you use them responsibly and transparently . Check out our guidance on How to Collaborate with AI During Zapier's Hiring Process , including how to use AI tools like ChatGPT, Claude, Gemini, or others during our hiring process - and when not to. AI Fluency Assessment Take our 10 minute AI Fluency Assessment by clicking the link above. See how your skills stack up against our sales bar, get a personalized tier, and walk away with actionable next steps to level up your AI skills. Job Posted : 2/24/2026 Location : United States & Canada Hi there! Zapier is hiring a Sales Manager to join our Sales and Customer Success org. In this role, you'll lead a Mid Market Sales team responsible for selling Zapier's AI Orchestration platform offerings to customers across the globe. The Mid Market Sales team targets customers who have between 1-999 employees, and is responsible for net new logos and expansion. A successful Sales Manager has demonstrated success as both a seller and leader, and takes ownership for the outcomes of the sales program. If you want to advance your career at a fast-growing, profitable, impact-driven company, read on... Our Commitment to Applicants Culture and Values at Zapier Zapier Guide to Remote Work Zapier Code of Conduct Diversity and Inclusivity at Zapier

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