Director, Sales

About the Role

As Director of Mid-Market Sales, you will lead and elevate our mid-market sales organization, driving performance, consistency, and execution excellence across the segment.

This is a leadership role focused on developing talent, sharpening sales rigor, and building a repeatable, high-performing motion. You’ll coach a team of already-performing Account Executives to win complex deals, deepen discovery, improve close rates, and consistently exceed targets.

This role is ideal for a sales leader who thrives in high-accountability environments, loves developing talent, and knows how to build discipline and performance into a scaling mid-market team.

What You’ll Do

Own mid-market revenue performance, ensuring the team consistently hits and exceeds monthly and quarterly targets.

Coach and develop Account Executives to improve discovery, objection handling, deal strategy, and closing effectiveness.

Elevate call quality through regular deal reviews, call coaching, and structured feedback loops.

Improve pipeline hygiene, forecasting accuracy, and overall sales execution rigor.

Identify skill gaps and implement targeted enablement programs to raise performance across the team.

Refine messaging, positioning, and demo execution to increase conversion rates and ACV.

Lead by example in strategic deals, modeling best-in-class mid-market selling behavior.

Establish clear performance standards and accountability across the team.

What You’ll Bring

6+ years of B2B SaaS sales experience, with 2+ years leading mid-market or enterprise AEs.

Strong track record of improving rep performance through hands-on coaching.

Experience scaling and optimizing mid-market sales motions.

Proven ability to drive forecast accuracy and operational rigor.

Deep expertise in discovery-led, consultative sales.

Ability to diagnose pipeline issues and implement corrective action quickly.

Clear, confident communicator who can raise the bar on performance standards.

High ownership mentality and comfort operating in fast-moving, in-office environments.

Who You Are

Coach first, manager second: you measure your success by how much better your reps get.

Obsessed with deal quality, not just deal volume.

Direct and high-accountability: you don't shy away from tough performance conversations.

Energized by mid-market complexity: real selling skill, fast cycle times, operational discipline.

In the weeds on calls, pipeline, and deal strategy, not managing from a dashboard.

Builder mentality: you want to create something, not maintain it.

High ownership, low ego: you do whatever it takes to make the team win.

In-office, engaged, and eager to lead from the front at our NYC location full-time.

Benefits

Comprehensive medical, dental, and vision insurance

Company-sponsored 401(k) through Vestwell

Flexible PTO plus U.S. federal holidays

Company-wide off-sites

Monthly wellness stipend

Daily in-office lunch through Parkday

Dinner covered when working late

Commuter benefits and late-night rideshare

Standing desks and workspace accommodations available on request

All core tools and software provided

Compensation: The expected on target earnings for this role is $350,000-$400,000 with final compensation based on experience, skills, and qualifications determined during the interview process. Avoca’s total compensation package includes base salary, bonus, equity, and a comprehensive suite of benefits and perks. Our Recruiting team will share the full details as you progress through our hiring process.

Why Avoca

At Avoca, you’ll be part of a team that’s building a category-defining company at the center of a massive market opportunity. We’re a fast-moving, collaborative team with a culture designed for builders who thrive on speed, iteration, and impact.

Avoca provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.