Key Responsibilities :
Pipeline & Demand Generation
- Own the mid-market pipeline number — set team outbound targets, coordinate with Marketing on MQL intake, and ensure consistent pipeline coverage at all times.
- Define the channel mix for a self-generated pipeline and hold the team accountable to it.
- Work closely with Marketing to align campaign targeting to active mid-market accounts and ensure MQL quality meets the team's qualification standards.
Qualification & Sales Rigour
- Establish and enforce qualification standards across the team — BANT discipline, win probability scoring and fast disqualification of deals SI cannot win.
- Coach Hunters on identifying the right deals early: confirming ACV, solution count and decision-making authority at the qualification stage, not at proposal.
- Own the quality of what enters and exits the pipeline
Commercial Execution
- Ensure the team pitches, demos and proposes to a consistent standard
- Define and manage the interface with Pre-Sales — when it is warranted and when it is not. Standard mid-market deals are handled by the team independently.
- Set clear pricing authority and approval workflows. Manage exceptions and non-standard requests through the right channels without slowing deal velocity.
Deal Velocity & Closure
- Drive a consistent average sales cycle across the team. Identify and act on stalled deals before they become dead pipeline.
- Own escalation decisions on pricing exceptions, non-standard terms and deal-specific commercial judgements.
- Oversee clean handovers to the Farmer team at close — ensuring the Farmer receives a complete brief and a warm introduction to the client.
Team Leadership & Development
- Build the team's capability in outbound prospecting, qualification, upsells and negotiation.
- Run a weekly pipeline review that is rigorous, data-led and action-oriented.
- Manage performance actively — set clear expectations, give direct feedback and act on underperformance early. This is a high-accountability sales culture.
- Create an environment where the team learns from every lost deal, every stalled pipeline entry and every qualification mistake.
Reporting & Forecasting
- Own the monthly mid-market forecast; Maintain CRM hygiene standards across the team — every deal tracked, every loss logged with a specific reason, every pipeline entry current.
- Track and report against team KPIs weekly; surface performance gaps and commercial blockers proactively.