Director of Sales Mid Market

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We are seeking a proven Director of Sales, Mid-Market, to lead new customer acquisition across our fastest-growing segment.

Role Overview

The Director of Sales, Mid-Market owns net new revenue generation for businesses ranging from single-location and multi-location brands with up to 20 locations. This leader will manage and develop a team of 6–8 Account Executives responsible for expanding Zenoti’s footprint.

This leader will balance people leadership, pipeline rigor, and deal execution , ensuring the team consistently sells on value, ROI, and business impact.

Key Responsibilities

Own mid-market new ARR

Drive predictable pipeline generation, progression, and close rates.

Maintain strong forecast accuracy and proactive risk management.

Lead and Develop a High-Performance Sales Team

Recruit, onboard, coach, and retain top mid-market SaaS sales talent.

Build a culture of accountability, coaching, and continuous improvement.

Execute Challenger sales methodology and value-led selling

Coach reps to sell on ROI, outcomes, and long-term value, not features or price.

Inspect deals for quality, customer fit, and executive alignment.

Drive Sales Operating Excellence

Partner with Revenue Operations to ensure clean CRM hygiene, accurate reporting, and strong pipeline visibility.

Lead weekly pipeline reviews, forecast calls, and quarterly performance reviews.

Use data to identify coaching needs, execution gaps, and scalable best practices.

Qualifications

7+ years of SaaS sales leadership experience, with a proven track record of building and leading teams that deliver sustained net new ARR growth.

Data-driven leader with a strong command of pipeline math, forecasting, and performance metrics.

Track record of hiring, coaching, and developing high-performing sales teams.

Executive presence and strong communication skills with both customers and internal leaders.

Success in This Role Looks Like

Consistent achievement (and outperformance) of mid-market ARR targets.

A confident, well-coached sales team that accelerates deal velocity and win rates.

Predictable pipeline generation and disciplined forecasting.

Zenoti recognized by prospects as the leading strategic growth platform , not just a software vendor.

Zenoti provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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