Director, Mid-Market Sales, North America - West Region

About the Role

Iterable is looking for an experienced sales leader to build, coach, and scale a high‑performing Mid‑Market Sales team. As Director of Mid‑Market Sales, you will lead a team of Account Executives responsible for acquiring strategic customers across North America.

This role combines front‑line coaching, operational excellence, executive deal strategy, and talent development. You’ll work closely with Sales Engineering, Marketing, Customer Success, Product, and Executive Leadership to build a predictable, scalable business while helping develop the next generation of sales leaders at Iterable.

We’re looking for someone who thrives in fast‑paced environments, enjoys coaching as much as closing, and believes that developing people is the most scalable way to drive results.

• Lead, coach, and develop a high‑performing team of Mid‑Market Account Executives responsible for achieving and exceeding quarterly and annual revenue goals.
• Drive consistent forecast accuracy through rigorous pipeline inspection, opportunity coaching, and data‑driven forecasting.
• Coach complex, multi‑threaded sales cycles from discovery through negotiation, helping Account Executives navigate executive buying committees and competitive evaluations.
• Inspect opportunities using MEDDPICC (or a comparable enterprise sales methodology) to improve qualification, execution, and win rates.
• Develop consultative, Challenger‑style sellers who create business value beyond product demonstrations.
• Recruit, hire, onboard, and develop exceptional sales talent while fostering a culture of accountability, continuous improvement, and collaboration.
• Partner cross‑functionally with Marketing, Customer Success, Product, Sales Engineering, and Sales Operations to improve customer outcomes and influence go‑to‑market strategy.
• Act as an executive sponsor on strategic opportunities, helping teams navigate complex commercial negotiations and executive relationships.
• Drive operational excellence by leveraging Salesforce, Momentum, Outreach, and other sales technologies to improve productivity, inspection, and execution.
• Champion the adoption of AI‑powered selling tools and best practices that improve seller effectiveness and customer engagement.
• Foster a culture of curiosity, ownership, and continuous learning while developing future leaders within the organization.

• 3+ years leading high‑performing quota‑carrying SaaS sales teams in a fast‑paced technology company.
• 5+ years of successful enterprise software sales experience prior to moving into leadership.
• Demonstrated success personally closing complex software opportunities ranging from approximately $100K to $500K+ ARR involving multiple stakeholders and executive decision‑makers.
• Experience coaching teams using MEDDPICC (or a comparable enterprise qualification methodology).
• Experience developing consultative sellers through Challenger Sale or other value‑based sales methodologies.
• Consistent track record of building teams that exceed quota and improve performance over time.
• Strong forecasting discipline with a history of delivering predictable revenue outcomes.
• Excellent executive presence with the ability to influence customers, internal stakeholders, and senior leadership.
• Strong analytical mindset with the ability to diagnose pipeline risk, identify trends, and drive measurable improvements.
• Experience working within Salesforce, Gong, Clari, and modern sales technology platforms.
• Excellent communication, coaching, and leadership skills.
• Bachelor’s degree preferred.

During your first year, you will:

• Build and develop a high‑performing, engaged Mid‑Market Sales team.
• Deliver consistent forecast accuracy and operational rigor.
• Improve rep productivity through coaching, inspection, and effective deal strategy.
• Recruit and develop exceptional talent while building future sales leaders.
• Drive predictable revenue growth through disciplined execution and cross‑functional partnership.
• Help shape the evolution of Iterable’s go‑to‑market strategy as we continue to scale.

• Paid parental leave
• Competitive salaries, meaningful equity, & 401(k) plan
• Medical,…