Director, Mid-Market Sales

About The Role

The Director, Mid-Market Sales leads a high‑performing team responsible for new logo acquisition and expansion across the US Mid‑Market segment. This leader will set the segment strategy, hire and develop front‑line managers and account executives, operationalize a data‑driven sales motion, and consistently deliver bookings and revenue targets. The ideal candidate brings proven success building pipeline, driving disciplined execution across the full sales cycle, and elevating a value‑based, solution‑oriented sales approach.

• Segment Strategy & Operating Rhythm:
  Define Mid‑Market coverage model (territories, vertical focus, partner/alliances motion) and annual GTM plan.
• Segment Strategy & Operating Rhythm:
  Establish operating cadence (forecast, pipeline, deal reviews, win/loss) with a focus on predictable bookings, seller productivity, and cycle‑time reduction.

• Leadership & Team Development:
  Hire, onboard, and develop front‑line sales managers and account executives; set clear expectations and coach to behaviors and outcomes.
• Leadership & Team Development:
  Build a performance culture grounded in FA values (Authenticity, Curiosity, Integrity, Teamwork, Customer‑Insp ired).
• Leadership & Team Development:
  Attract and retain diverse, top‑tier sales talent; succession plan for critical roles.

• Pipeline, Forecast & Execution:
  Own segment forecast; drive discipline in qualification, stage progression, and risk mitigation.
• Pipeline, Forecast & Execution:
  Partner with Marketing on demand creation and with SDR/BDR leadership on prospecting effectiveness to ensure healthy, segment‑right pipeline coverage.
• Pipeline, Forecast & Execution:
  Guide managers on coaching big bets, negotiation strategy, and executive alignment; personally engage on top strategic opportunities.

• Cross‑Functional
  
  Collaboration:
  
  Work with Rev Ops to refine territories, quotas, comp levers, and dashboards; ensure data quality and actionable insights.
• Cross‑Functional
  
  Collaboration:
  
  Partner with CS and Implementation to ensure seamless handoffs and measurable customer outcomes.
• Cross‑Functional
  
  Collaboration:
  
  Provide structured feedback loops to Product and Pricing for Mid‑Market needs.

• Governance & Compliance:
  Ensure adherence to pricing, discounting, contracting, and approval policies; model ethical selling.
• Governance & Compliance:
  Manage to budget; optimize headcount and investment for ROI.

• 10+ years of B2B sales experience with 5+ years leading managers and/or multi‑region seller teams in SaaS, data, or technology‑enabled services.
• Demonstrated success building and scaling Mid‑Market motions: territory design, quota setting, pipeline generation, forecast accuracy, and consistent over‑achievement to plan.
• Proven ability to recruit, develop, and retain high‑performing sales talent; track record of elevating managers and creating repeatable coaching frameworks.
• Expert command of value‑based/solution selling and C‑suite executive engagement; strong negotiation and deal‑structuring skills.

First Advantage is going through a technology transformation! We are looking for experts who are excited to work with advanced technologies and provide best‑in‑class user experience, drive the development and deployment of scalable solutions, and smoothly guide our agile teams and clients through meaningful changes as we continue to expand our impact.

• Ability to work remotely with occasional business travel.
• Medical, Vision, Dental, and supplementary benefit plans
• 401k with an employer match, and an Employee Stock Purchase Plan (ESPP)
• Competitive and flexible Paid Time Off (PTO) and 9 paid company holidays
• Access to tech and growth opportunities, and leaders who want you to succeed!

You have learned a little about us today – we want to learn about you! If you think this position and our company are a great fit for your areas of interest and expertise, tell us about you by applying now!

The salary range for this position is approximately $100-120k base annually. This range reflects our good faith estimate to pay fairly as to what our…