Head of Mid-Market Sales, North America

About Hightouch Hightouch is the modern AI platform for marketing and growth teams. Our AI agents reimagine marketing workflows, allowing marketers to create content, plan campaigns, and execute strategies with transformational velocity and performance. Hightouch is a rare company built on the intersection of two fundamental technological shifts: advances in LLMs and agentic AI, and the creation and rapid adoption of cloud data warehouses like Snowflake and Databricks. Building on these tailwinds, we’ve become a leader in AI marketing and partner with industry leaders like Domino’s, Chime, Spotify, Ramp, Whoop, Grammarly, and over 1000 others. Our team focuses on making a meaningful impact for our customers. We approach challenges with first-principles thinking, move quickly and efficiently, and treat each other with compassion and kindness. We look for team members who are strong communicators, have a growth mindset, and are motivated and persistent in achieving our goals. About the Role We’re looking for a Head of North America Mid-Market Sales to lead and scale our Mid-Market sales organization across the region. Reporting to the Chief Revenue Officer, you’ll own the performance, forecasting, and development of a multi-manager team, with responsibility for revenue outcomes, talent density, and operational rigor. This is a second-line leadership role overseeing a team of Sales Managers and their Account Executives. You’ll play a critical role in shaping how we scale our Mid-Market motion, balancing speed and quality, building repeatable systems, and developing strong people leaders who consistently deliver results. If you’re a builder who is passionate about developing empathetic, high-performing leaders and enjoys turning complexity into clarity at scale, we’d love to meet you. About You You are a seasoned, thoughtful sales leader with a track record of scaling manager-led teams and owning large revenue outcomes. You’re deeply operational, highly people-centric, and energized by building systems that enable others to succeed. On a day-to-day basis, you focus less on individual deals and more on manager enablement, forecasting accuracy, pipeline health, and organizational leverage. You bring strong judgment, a bias toward action, and a collaborative approach to leadership. Qualifications 8+ years of B2B SaaS sales experience, including 2+ years leading managers Proven success owning and scaling a Mid-Market or similar velocity sales motion Strong track record of building, developing, and retaining high-performing sales managers Deep experience with forecasting rigor, pipeline inspection, and operating cadence using tools like Salesforce Demonstrated ability to scale repeatable sales methodologies (e.g., MEDDPICC, Command of the Message) across teams History of consistent revenue attainment with high participation across the organization Strong cross-functional partner to Marketing, RevOps, Customer Success, Product, and Legal Ability to learn technical concepts quickly and translate them into clear business value for executive stakeholders High sense of ownership, urgency, and accountability, paired with empathy and compassion in leadership Responsibilities Own revenue performance for North America Mid-Market, consistently meeting or exceeding quarterly and annual targets Lead, coach, and develop a team of Sales Managers, ensuring strong execution, accountability, and growth at every level Establish and maintain a disciplined operating cadence across forecasting, pipeline reviews, and performance management Drive consistent pipeline quality, conversion rates, and deal execution across regions Partner closely with Marketing, SDR, and RevOps to align demand generation, territory strategy, and capacity planning Actively recruit, hire, and retain top sales talent to raise the bar across the organization Identify and address performance gaps quickly, thoughtfully, and transparently Serve as a key voice on the sales leadership team, providing insight, feedback, and recommendations to executive leadership Help shape the long-term strategy and evolution of Hightouch’s Mid-Market go-to-market motion Compensation Details On-Target Earnings: $450,000 – $500,000 Base Salary: $225,000 – $250,000 annually We also offer meaningful equity compensation in the form of ISO options, including early exercise and a 10-year post-termination exercise window.