Mid-Market Sales Director
2 weeks ago
At DOSS we're building an AI-native ERP to unlock the next generation of automation. Our team re-wrote 50 years of legacy software to drive a step-function improvement in how supply chain, operations, and finance organizations execute. We are scaling quick and this is a great opportunity to join a rapidly growing organization and drive impact within DOSS and our customers
Role Overview
Doss.com is seeking a highly experienced and results-driven Mid Market Sales Director to lead and scale our growing Mid-Market Account Executive team. As the direct leader for a small, new operations cloud and adaptive ERP company, you will be instrumental in driving the team's net-new revenue, building out the sales function, and instilling a high-performance, consultative sales culture. You will be responsible for coaching, developing, and leading a team of Account Executives to sell the value of our flexible, configurable platform, which features strong integrations, workflows, native AI applications, and an advanced data layer. This role requires exceptional commercial leadership, talent development skills, and a proven track record of achieving and exceeding team quotas. The ideal candidate thrives in a fast-paced, autonomous startup environment, leveraging experience gained at more established organizations to strategically manage and close a significant pipeline of mid-market business.
Experience and Background
- Years of Experience: 7+ years of progressive sales experience, with at least 3-5 years in a front-line sales management/director role, leading a team of full-cycle Account Executives.
- Domain Expertise: Proven experience selling and managing teams that sell ERP or ERP-adjacent cloud software solutions.
- Commercial Leadership: Possesses a strong commercial background, enabling them to coach the team on leading complex sales cycles, negotiating effectively, and articulating value to C-level executives.
- Organizational Acumen: Demonstrated success in leading a sales team at both large, established software companies and smaller, fast-growing organizations or startups. This dual experience ensures an understanding of the rigor of enterprise sales management as well as the agility required in a new company.
- Preferred Company Background: Experience at companies such as Netsuite, Sage Intacct, or Workday is highly desirable for domain relevance and accelerating team ramp-up.
- Quota Attainment Focus: Deep understanding and consistent track record of achieving and exceeding team-level annual sales quotas, with a strong focus on strategic pipeline generation, deal inspection, and deal closing.
- Talent Leadership: Proven ability to recruit, hire, onboard, coach, and develop top-tier sales talent, creating a high-performance culture.
- Business Acumen: Strong commercial and operational understanding to grasp the complexities of customer environments and articulate the ROI of Doss.com's adaptive ERP at a strategic level.
- Strategic Planning: Excellent territory, segment, and account planning skills to effectively structure the mid-market territory for maximum revenue generation.
- Proactive & Autonomous: Must be a self-starter, highly autonomous, and possess a desire to actively "do the work" with the team, leading by example.
- Curiosity: A deeply curious mindset, always seeking to understand new customer challenges, product features, and market dynamics to drive a consultative sales motion across the team.
- Base Location: Must be based in San Francisco (SF) or the greater Bay Area.
The Mid Market Sales Director will be the commercial owner of the mid-market sales segment, responsible for driving adoption and revenue for the Doss platform through the effective leadership of the Account Executive team.
- Team Quota Ownership: Own and be accountable for the Mid-Market team's annual, quarterly, and monthly revenue targets.
- Sales Process Excellence: Drive consistent application of the full-cycle sales process from prospecting and qualification through to contract negotiation and closing across the team.
- Coaching & Development: Provide daily coaching, deal-level strategy, and professional development to the team of Account Executives.
- Vertical and Segment Focus: Manage the team's sales efforts within key verticals, primarily Consumer Packaged Goods (CPG) and Manufacturing, targeting mid-market companies with annual revenues between $50M and $500M.
- Strategic Collaboration: Partner closely with the Solutions Consulting leader to ensure the Doss solution is positioned effectively to meet the customer's strategic and technical needs.
- Pipeline Management: Oversee, inspect, and accurately forecast a robust team sales pipeline, ensuring consistent progress on all opportunities to achieve sales targets.
The compensation package is highly competitive and designed to attract top-tier talent:
- On-Target Earnings (OTE): $400,000
- Base/Variable Split: 50% Base ($200,000) / 50% Variable ($200,000)
- Annual Team Quota: $5,000,000
- Equity: Comprehensive Stock/Equity plan.
- Benefits: Full range of company benefits.
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