Sales Manager, Mid-Market - Americas (West) - Ashby

About Ashby

We’re building the next generation of enterprise software and we’re starting with a suite of products that empower talent leaders, recruiters, and hiring managers to be a driving force for revenue & efficiency via a holistic, data-centric talent strategy.

We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have over 2,500 amazing customers including Snowflake, OpenAI, Shopify, Ramp, Notion, and Zapier (and many others who we cannot name!).

We have a clear buyer persona and large target market. Plus, we already have multiple products to sell. Revenue is growing >100% Y/Y and we've only taken the first steps towards a much larger opportunity. In short, it's the perfect time to join! 🚀

About this Role

We are seeking an experienced SaaS Sales Manager in North America (Pacific or Central time zones) to lead our West based Mid-Market Sales Team; which serves the 101-1,000 FTE market. There are three primary responsibilities that this sales leader will take on:

1. Be accountable for the revenue results of the segment. Understand the primary revenue drivers for the segment, focus your team's energy on high-impact activities, and partner with Marketing on pipeline generating initiatives.

2. Provide consistent coaching to enable all sales reps to achieve their full potential. Identify themes for improvement with individuals and at the team level. Help reps grow in their sales career.

3. Make high quality hires in lock step with market demand. In general we believe that smaller, high caliber teams can achieve remarkable results.

In this role, you’ll report to our Head of Sales, Americas (Leigh Brown) and have significant impact in defining our go-to-market strategy in partnership with other leaders from Marketing and Customer Success. The best part about Mid-Market is the combination of high velocity and high value deals and we're already very good at winning both. If we are even moderately successful relative to our ambition, we'll have an incredible growth story to tell in just a few years!

You could be a great fit if:

• 💰 You’ve managed a team of Account Executives delivering $7M/yr+ of ARR contribution at a growth-stage SaaS company.

• 🥇 You have a proven track record of hiring and onboarding new sales reps who quickly become top performers. You challenge and support them to continue to grow their careers.

• 👩‍🏫 You’re a teacher and a coach who loves helping reps hone their craft. You can quickly identify skill or knowledge gaps and deliver coaching that is empathetic and drives tangible improvement.

• 📊 You have a strong mental model for what sales excellence looks like. At the same time, you're a lifelong learner and are open to new ideas and experimentation.

• 🤝 You are comfortable jumping into deals to establish executive relationships with customers. You do so without ‘boxing out’ your team.

• ⚙️ You have an operational mindset and have identified bottlenecks and implemented solutions to accelerate deal flow. You love working with Revenue Ops to continually refine process and tools.

• 🤓 You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories.

Bonus

• You were a high performing Enterprise AE and so have considerable deal strategy experience

• You have sold complex platform applications to Talent and/or People leaders

You shouldn't apply if:

• You're a dashboard-and-forecast manager who doesn't like to get into the deals and daily operations

• You're not keen on learning our substantial product. "That's for SEs" isn't how we approach things here.

Our Philosophy

Here are a few key points that should give you an idea of what it is like to work with us:

• We're highly collaborative and we believe in a team-based sales motion to maximize our win rates on high impact deals

• We believe in developing subject matter expertise (not just on our product but also the TA space broadly) which allows us to provide a differentiated buyer experience

• We continue to make material investments in engineering and product because we know at the end of the day, having the best product makes winning new customers easier

We value a strong sense of ownership, principled thinking over decades of experience, and thoughtful & clear communication both internally and with customers.

Interview Process

Our interview process is designed so you can showcase your achievements and points of learning and apply those in a practical exercise. We'll provide you with some Ashby-specific data so you can develop a well informed perspective on our business and solutions engineering involvement. You’ll have opportunities to ask questions of our team throughout.

The interview process for this role is four rounds in the following order:

1. Intro Call (30 min) - You'll meet with Recruiting to discuss your fit for the role and address questions about our market and solution

2. Experience Deep Dive (1 hr) - You'll walk Leigh (Head of Sales, AMER) through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the leader you are today

3. Presentation (1 hr) - We’ll give you some Ashby data, and have you present a perspective on our business and your approach to sales leadership.

4. Final Round (2 hrs) - You'll have a set of four interviews with cross-functional interviewers

Benefits

• A product that our prospects & customers are truly excited about

• Competitive salary, commission and equity.

• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.

• Unlimited PTO with four weeks recommended per year.

• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!

• $100/month education budget with more expensive items (like conferences) covered with manager approval.

We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application.

Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.