Head of Mid-Market Sales, North America

About the Role

We’re looking for a Head of North America Mid-Market Sales to lead and scale our Mid-Market sales organization across the region. Reporting to the Chief Revenue Officer, you’ll own the performance, forecasting, and development of a multi-manager team, with responsibility for revenue outcomes, talent density, and operational rigor.

This is a second-line leadership role overseeing a team of Sales Managers and their Account Executives. You’ll play a critical role in shaping how we scale our Mid-Market motion, balancing speed and quality, building repeatable systems, and developing strong people leaders who consistently deliver results.

If you’re a builder who is passionate about developing empathetic, high-performing leaders and enjoys turning complexity into clarity at scale, we’d love to meet you.

About You

You are a seasoned, thoughtful sales leader with a track record of scaling manager-led teams and owning large revenue outcomes. You’re deeply operational, highly people-centric, and energized by building systems that enable others to succeed.

On a day-to-day basis, you focus less on individual deals and more on manager enablement, forecasting accuracy, pipeline health, and organizational leverage. You bring strong judgment, a bias toward action, and a collaborative approach to leadership.

Qualifications

• 8+ years of B2B SaaS sales experience, including 2+ years leading managers
  
  
• Proven success owning and scaling a Mid-Market or similar velocity sales motion
  
  
• Strong track record of building, developing, and retaining high-performing sales managers
  
  
• Deep experience with forecasting rigor, pipeline inspection, and operating cadence using tools like Salesforce
  
  
• Demonstrated ability to scale repeatable sales methodologies (e.g., MEDDPICC, Command of the Message) across teams
  
  
• History of consistent revenue attainment with high participation across the organization
  
  
• Strong cross-functional partner to Marketing, RevOps, Customer Success, Product, and Legal
  
  
• Ability to learn technical concepts quickly and translate them into clear business value for executive stakeholders
  
  
• High sense of ownership, urgency, and accountability, paired with empathy and compassion in leadership
  
  

Responsibilities

• Own revenue performance for North America Mid-Market, consistently meeting or exceeding quarterly and annual targets
  
  
• Lead, coach, and develop a team of Sales Managers, ensuring strong execution, accountability, and growth at every level
  
  
• Establish and maintain a disciplined operating cadence across forecasting, pipeline reviews, and performance management
  
  
• Drive consistent pipeline quality, conversion rates, and deal execution across regions
  
  
• Partner closely with Marketing, SDR, and RevOps to align demand generation, territory strategy, and capacity planning
  
  
• Actively recruit, hire, and retain top sales talent to raise the bar across the organization
  
  
• Identify and address performance gaps quickly, thoughtfully, and transparently
  
  
• Serve as a key voice on the sales leadership team, providing insight, feedback, and recommendations to executive leadership
  
  
• Help shape the long-term strategy and evolution of Hightouch’s Mid-Market go-to-market motion
  
  

Compensation Details

On-Target Earnings: $450,000 – $500,000
Base Salary: $225,000 – $250,000 annually

We also offer meaningful equity compensation in the form of ISO options, including early exercise and a 10-year post-termination exercise window.