Mid-Market Sales Manager

About the role

BILL is seeking a Mid-Market Sales Manager to lead revenue growth across its accounts payable and financial management platform. This role focuses on acquiring and expanding mid-market accounts within the United States territory. The manager will own the full sales cycle from initial prospecting through contract negotiation and closing, working closely with marketing and customer success teams to drive long-term customer relationships. Success in this position requires a demonstrated track record in B2B software sales and a deep understanding of the unique challenges and opportunities within the mid-market segment. The role reports directly to the sales leadership team and plays a key part in achieving quarterly and annual revenue targets.

Key facts

What you'll do

• Drive new business development by identifying and qualifying mid-market prospects that match BILL's ideal customer profile and buying signals
• Manage a structured pipeline of opportunities using CRM tools to track deals from initial contact through contract signing and renewal
• Conduct product demonstrations and live presentations that clearly show how BILL solves complex accounts payable challenges for growing companies
• Build and maintain trusted relationships with key decision-makers at target accounts including CFOs, controllers, and procurement leaders
• Collaborate with the marketing team to develop targeted outreach campaigns and coordinate timely follow-up on inbound lead activity
• Create and execute detailed account plans that outline clear strategy for each assigned territory or vertical market segment
• Partner with customer success and implementation teams to ensure smooth onboarding transitions and identify ongoing expansion opportunities
• Analyze sales metrics and pipeline data regularly to forecast revenue accurately and identify areas for strategic improvement
• Represent BILL at industry events, conferences, and networking functions to build brand awareness and generate qualified leads
• Stay current on competitor offerings and emerging market trends to position BILL effectively against alternative solutions
• Coach and mentor junior sales representatives on best practices for prospecting, discovery calls, and deal negotiation techniques
• Participate in cross-functional meetings with product and engineering teams to relay customer feedback and influence roadmap priorities

Requirements

• Bachelor's degree or equivalent practical experience in business, finance, or a related technical field
• Five or more years of experience selling B2B software or SaaS solutions to mid-market accounts
• Demonstrated history of consistently meeting or exceeding quarterly and annual sales quotas
• Strong working knowledge of accounts payable automation and financial management workflows
• Proficiency with CRM platforms such as Salesforce or HubSpot for comprehensive pipeline management
• Excellent verbal and written communication skills with the ability to influence at the executive level
• Willingness to travel up to 30 percent for customer meetings, trade shows, and industry events
• Ability to work independently and manage a self-directed sales pipeline in a fast-paced environment
• Experience navigating complex procurement and legal review processes common in mid-market enterprise deals
• Comfortable with a fully quota-carrying role and motivated by both individual and team-based incentives

Nice to have

• Prior experience working in the financial technology or fintech sector is highly valued
• Familiarity with accounts payable, expense management, or treasury automation products and services
• Experience managing a small team of sales representatives or business development professionals
• Background in selling to companies with annual revenues between 50 million and 500 million dollars
• Existing professional network within the mid-market financial operations and accounting community

Skills & tools

• CRM software such as Salesforce, HubSpot, or Pipedrive for comprehensive opportunity tracking and management
• Microsoft Office Suite including Excel for detailed pipeline analysis and sales reporting
• Sales engagement platforms like Outreach or Salesloft for efficient prospecting and follow-up sequences
• Presentation tools such as PowerPoint or Google Slides for creating compelling customer demonstrations
• Data analysis skills to interpret sales metrics, pipeline health indicators, and conversion rates
• Knowledge of accounts payable and financial automation technology landscape and competitive dynamics
• Familiarity with proposal and contract management tools for efficient deal documentation

Practical notes

• This is a full-time position based in the United States with a hybrid work arrangement
• Candidates should expect to manage a quota-bearing territory with a balanced mix of inbound and outbound prospecting
• The hiring process includes multiple interview rounds with sales leadership and a final presentation exercise
• BILL offers a competitive compensation package that includes base salary plus commission and performance-based bonuses
• The team operates in a fast-paced environment with quarterly goals and regular pipeline review meetings
• Relocation assistance may be available depending on the candidate's current location and preferences for the role

About the company

An American company operates from San Jose, California. Focus centers on automated software for financial tasks aimed at United States small businesses. The cloud based system handles operations. Financial institutions receive a white labeled, full payments automation platform called Bill.com Connect. This platform integrates into online banking systems that offer single sign on access. Company serves clients through this ecosystem.