Manager, Mid-Market Sales

Job Description

Job Description

About Invoca

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 300 employees, 2,000+ customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists, including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.

As Manager, Mid-Market Sales, you will lead a team of Account Executives responsible for acquiring new logos and expanding existing customer relationships within the Mid-Market segment. You are a player-coach who thrives on building pipeline, accelerating deals, and developing talent. You will partner cross-functionally with Marketing, Customer Success, Product, and Sales Engineering to drive predictable, scalable revenue growth. This role is critical to Invoca's growth strategy and reports directly into the sales leadership team overseeing North America.

• Own and deliver the Mid-Market team's revenue targets across new business and expansion, including monthly, quarterly, and annual quotas.
• Build and maintain accurate forecasts; proactively identify risks and develop mitigation plans.
• Drive pipeline velocity by coaching reps on deal strategy, qualification, negotiation, and close plans.
• Personally engage in strategic deals as a player-coach to accelerate outcomes and model excellence.

Team Leadership & Development

• Recruit, hire, onboard, and retain a high-performing team of Mid-Market Account Executives.
• Coach and develop individual contributors through regular 1:1s, call reviews, pipeline reviews, and structured feedback.
• Set clear performance expectations, hold the team accountable, and manage underperformance directly and constructively.
• Create a culture of urgency, accountability, continuous improvement, and winning.

Strategy & Execution

• Develop and execute a Mid-Market go-to-market strategy aligned with Invoca's broader sales and company objectives.
• Design and refine the team's sales plays, account segmentation, and territory plans for maximum coverage and efficiency.
• Collaborate with Marketing on demand generation campaigns, event strategy, and inbound/outbound pipeline development.
• Partner with Customer Success and Sales Engineering to ensure seamless handoffs, strong post-sale outcomes, and expansion opportunities.

Operational Excellence

• Establish and track key performance indicators (KPIs) including pipeline creation, win rates, deal cycle times, average deal size, and activity metrics.
• Run effective team meetings, QBRs, and forecast calls with clear agendas and actionable takeaways.
• Maintain CRM hygiene and ensure the team operates with discipline in Salesforce.
• Leverage AI tools and data insights to improve team productivity, deal intelligence, and decision-making.

• 3–5+ years of frontline sales management experience in B2B SaaS, with a proven track record of consistently meeting or exceeding team revenue targets
• Prior individual contributor experience as a quota-carrying seller with demonstrated success in both new logo acquisition and account expansion
• Direct selling experience as a hunter-farmer hybrid, capable of closing deals and managing an expansion book with measurable results
• Experience managing a team selling into mid-market accounts (typically $10K–$100K+ ACV).
• Strong coaching and development skills with the ability to attract, retain, and elevate talent
• Excellent forecasting discipline and pipeline management acumen
• Working knowledge of Salesforce.com is required
• Outstanding verbal and written communication skills with the ability to present to internal leadership and external stakeholders
• Experience in MarTech, AdTech, call analytics, or AI/conversational intelligence platforms
• AI/Tech proficiency, including actively using AI tools in your sales workflow
• Experience with consumption-based or usage-based pricing models
• Track record of building or scaling a Mid-Market sales function
• College degree or equivalent experience

Location: This is a remote-first role. We are currently hiring in the following locations:

United States: Greater Los Angeles Area (including Santa Barbara and San Diego) · SF Bay Area · Denver Metro · Austin Metro · Chicago Metro · Greater NYC Area

Please note that we are unable to provide initial visa sponsorship for this position.

At Invoca, all new hires in the U.S. receive benefits starting on day one of employment. Our benefits offerings include:

Please note that benefits for teammates outside the U.S. may vary in accordance with their country's laws and regulations.

• Flexible Time Off – We encourage a healthy work-life balance. Our flexible paid time off policy allows you to recharge and take time away as needed.
• Paid Holidays – Invoca provides 20 U.S. paid holidays , including a winter break, giving you ample opportunity to refresh and spend time with friends and family.
• Health Benefits – Our healthcare program includes medical, dental, and vision coverage, with multiple plan options to choose what works best for you and your family. Fertility assistance is also included.
• Retirement – Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
• Stock Options – All employees are invited to share in Invoca's success through stock options.
• Mental Health Program – Well-being support on a broad range of issues is available through our SpringHealth program.
• Paid Family Leave – Up to 12 weeks of 100% paid leave is provided for baby bonding, adoption, and caring for family members.
• Paid Medical Leave – Up to 12 weeks of 100% paid leave is provided for childbirth and medical needs.
• InVacation – As a thank-you to our long-term team members, we offer a bonus after 7 years of service.
• Wellness Subsidy – We provide a subsidy that can be applied toward gym memberships, fitness classes, and more.
• Position Base Range - Salary Range $180,000 - $220,000 / plus bonus potential

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal-opportunity workplace.