# Director of Sales, Mid-Market

> Flosum · United States (Remote) · — · Posted 2026-03-09

**Workplace:** remote

**Department:** Sales

## Description

### Company Overview

We provide a mission-critical DevOps and Data Management platform purpose-built for the Salesforce ecosystem. Our suite of products—including CI/CD, automated testing, backup & recovery, and data masking—empowers organizations to release code faster, more securely, and with total data integrity. We are entering a phase of hyper-growth and are looking for a foundational leader to build our Mid-Market presence in the United States.

### The Role: Director of Mid-Market Sales to serve as the "Incubator" for our U.S. sales organization. This is a unique "zero-to-one" opportunity. You will not be an armchair manager; you will be a hands-on builder responsible for the entire end-to-end operation of this business unit—from pipeline generation and prospecting to closing high-value deals.

You will begin by personally leading and scaling an initial "pod" of 8 to 10 representatives. Once you have identified, tested, and nailed the repeatable processes, you will rapidly scale the organization to a team of 40+ remote representatives across the U.S., hiring and mentoring a layer of Sales Managers to support this growth.

### Key Responsibilities

-   Business Incubation: Design, implement, and document the end-to-end sales process for the Mid-Market segment.
-   Full-Cycle Ownership: Drive the entire revenue engine, including outbound prospecting strategies, pipeline development, and closing.
-   Hands-on Leadership: Act as a player-coach, joining discovery calls and demos to ensure the business is rock-solid at the 10-rep level before scaling.
-   Rapid Scaling: Lead the aggressive expansion from 10 to 40+ remote reps, identifying and hiring internal Managers as the team grows.
-   Data-Driven Operations: Establish KPIs and a rigorous, data-backed forecasting model to ensure predictable revenue growth.
-   Messaging & Positioning: Master the technical value proposition of our DevOps and Data security tools, coaching the team on how to move from "feature selling" to "value selling."
-   Culture Building: Create a high-performance, accountable, and transparent culture within a 100% remote workforce.

## Requirements

### Qualifications

-   Proven Track Record: 8+ years of B2B SaaS sales leadership experience, with a documented history of building teams from the ground up.
-   Ecosystem Expertise: Deep familiarity with the Salesforce ecosystem or DevOps/Data Management industries is highly preferred.
-   The "Builder" DNA: You must be a hands-on problem solver who prefers "doing the work" over high-level observation.
-   Scaling Experience: Proven ability to manage a remote organization of 30+ people and a history of developing "leaders of leaders."
-   Operational Excellence: Expert-level understanding of CRM hygiene, sales stack optimization, and outbound prospecting methodologies.
-   Residing in the USA: This role is remote but requires residency in the United States to manage the domestic market.

## Benefits

### Why join us?

Autonomy: You own the Mid-Market P&L and have the authority to build the team in your image.

Impact: Your processes will become the blueprint for our global expansion.

Complexity: Work with a sophisticated, technical product suite that solves real-world engineering and security challenges

### What We Offer

-   Opportunity to shape the digital strategy at a high-growth Salesforce ISV.
-   Collaborative, innovative, and mission-driven culture.
-   Competitive compensation and benefits.
-   Career growth in a fast-scaling company serving global enterprises.

### Extras (Benefits & Perks)

-   Competitive compensation, incentive structure, and company equity
-   Daily coaching, mentorship, and growth opportunity
-   Be part of a global, mission-driven team
-   Learn from top leaders in Salesforce DevOps and SaaS sales
-   Work on exciting challenges in a rapidly growing industry

## Apply

[Apply at Flosum](https://apply.workable.com/flosum/j/CFCF9F5BC9/apply)

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