Director Sales - Mid Market

At First Advantage (Nasdaq: FA), people are at the heart of everything we do. From our customers and partners to our greatest advantage — our team members. Operating with empathy and compassion, First Advantage fosters a global inclusive workforce devoted to the diverse voices that make up our talent and products.

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.

• Define Mid‑Market coverage model (territories, vertical focus, partner/alliances motion) and annual GTM plan; establish operating cadence focusing on predictable bookings, seller productivity, and cycle‑time reduction.
• Hire, onboard, and develop front‑line sales managers and account executives; set clear expectations, coach to behaviors and outcomes, and build a performance culture grounded in FA values.
• Own segment forecast, drive discipline in qualification, stage progression, and risk mitigation; partner with Marketing and SDR/BDR leadership to ensure healthy pipeline coverage and engage in top‑strategic opportunities.
• Collaborate with Rev Ops, CS, Implementation, Product, and Pricing teams to refine territories, quotas, compensation levers, dashboards, data quality, and provide feedback loops for Mid‑Market needs.
• Ensure adherence to pricing, discounting, contracting, and approval policies; model ethical selling; manage 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.

• Ability to work remotely with occasional business travel.
• Medical, Vision, Dental, and supplementary benefit plans.
• 401(k) 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 technology and growth opportunities.
• Professional development opportunities and awards.

Salary range: approximately $100‑120,000 base annually, tailored to experience, industry knowledge, technical and communication skills, and other factors relevant during the interview process.

Equal Employment Opportunities at First Advantage. First Advantage is an equal‑opportunity employer. We are committed to providing a workplace and recruitment process that is free from unlawful discrimination, harassment, and retaliation. Employment decisions at First Advantage are based solely on qualifications, merit, and business needs. We do not discriminate in any aspect of employment on the basis of race, color, national origin, ancestry, citizenship, religion, creed, sex, gender identity, gender expression, sexual orientation, marital or family status, pregnancy, age, physical or mental disability, medical condition, genetic information, veteran or military status, or any other characteristic protected by applicable law.