Mid Market Sales Manager

About Us:

At Fullbay, our mission is simple — to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation — for our teams and our customers. Fullbay is the number one cloud-based shop management software for commercial repair shops and is growing fast. This is an exciting opportunity to join a high-performing team and help shape the next phase of growth for the company.

Position Overview:

The Mid Market Manager leads Fullbay's Mid Market Account Executive team, overseeing Mid Market AE I, Mid Market AE II, and Senior Mid Market AE. Management of this team is the primary duty of the role: the Mid Market Manager customarily and regularly directs the work of two or more full-time Account Executives, and holds the authority to hire, terminate, promote, and otherwise change the employment status of team members, or whose recommendations on those decisions are given particular weight. This role is accountable for team-level quota attainment tied to ARR, for quota-setting and territory assignment, and for the day-to-day coaching that helps Account Executives progress through the mid-market career path.

This role partners closely with Business Development leadership on BDR handoff quality, with RevOps on forecasting accuracy and pipeline health, and with sales leadership on broader team strategy and resourcing.

The Right Wrench for the Job:

A shop's service manager does not turn every wrench personally, but ensures every technician on the floor has the training, tools, and accountability to do the job right. This role holds that same standard for the mid-market sales floor.

This position is well suited to a candidate who has already succeeded as an individual contributor in a complex, multi-stakeholder sales motion and is ready to build success through a team rather than through a personal quota alone.

Primary Duties & Responsibilities:

Serve as the primary manager of the Mid Market AE team, with management of the team constituting the primary duty of this role.

Own team-level quota attainment tied to ARR across the Mid Market AE roster, including individual quota-setting and territory assignment.

Conduct regular one-on-one coaching with each AE, covering pipeline strategy, deal review, and skill development specific to multi-stakeholder mid-market selling.

Review and approve pricing and deal structure for opportunities outside standard guardrails.

Partner with BDR leadership on lead handoff quality, meeting standards, and feedback loops between the two teams.

Own team-level pipeline health and forecast accuracy, rolling up individual forecasts into a reliable segment-level view for sales leadership.

Hold hiring and termination authority for the Mid Market AE team, including leading recruiting and onboarding for open roles.

Conduct formal performance management, including performance reviews, improvement plans, and disciplinary action as needed.

Identify skill gaps across the team and coordinate training, ride-alongs, and enablement resources to close them.

Monitor individual and team KPI activity, intervening early when performance trends off track.

Collaborate with Sales Enablement, Product, and Marketing to ensure the team has current, relevant materials and messaging.

Champion process and playbook improvements based on what is and is not working in the field.

Keep Salesforce and forecasting tools accurate at the team level, modeling the documentation standard expected of the team.

Prepare and present team performance updates, forecast commentary, and pipeline reviews to sales leadership on a regular cadence.

Maintain accurate headcount, territory, and quota documentation.

Support compensation plan administration and commission accuracy for the team.

Adhere to all confidentiality and compliance regulations.

Perform other duties as assigned.

Minimum Education & Work Experience:

High School Diploma or GED; Bachelor's Degree or military service preferred.

5+ years of B2B SaaS sales experience, including demonstrated success managing multi-stakeholder mid-market deal cycles.

Prior experience leading, coaching, or formally managing a sales team preferred.

Experience with a CRM (Salesforce required) and standard sales tools (ChiliPiper, Zoom, G-Suite, Slack).

Key Skills and Qualifications:

Proven track record of individual quota attainment in a B2B SaaS mid-market or comparable segment prior to moving into management.

Strong coaching and people-development skills, with the ability to diagnose performance gaps and build a plan to close them.

Comfortable with pipeline forecasting, quota-setting, and territory design.

Experience partnering with a BDR or SDR leadership function on lead quality and handoff process.

Sound judgment in pricing and deal-structure decisions.

Familiarity with heavy-duty repair, trucking, fleet, or automotive aftermarket a plus.

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.

Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.

Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.

Noise level in the work environment is usually moderate.

Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.