Manager, Mid-Market Sales

Role Details

• Location:
• Compensation:
• This role is eligible for remote work in the United States.
• The annual OTE range for this role is $250,000-$275,000 in addition to equity & benefits.

The range displayed on this job posting reflects the minimum and maximum compensation. Factors including location, level, job-related knowledge, skills, and experience will determine compensation.

About Gem

Gem is the only AI-first all-in-one recruiting platform. Over 1,000 industry leaders including Anthropic, Reddit, Figma, Zillow, Robinhood, and Doordash trust Gem to fuel their growth and recognize Gem as one of the highest-satisfaction products on G2 with a 4.8/5.0 rating. The company has raised $148M from renown investors including Accel, Greylock, ICONIQ, Sapphire, and Meritech.
With Gem, you can experience the power of a truly connected recruiting platform — one consistent interface, unified data, smarter AI recommendations, and simplified permissions. Our customers achieve remarkable results:

• Cut costs through consolidation: Replace your scattered recruiting tools with one AI-powered platform for ATS, CRM, sourcing, scheduling, and analytics. Reduce spend on expensive sources of talent and eliminate redundant point solutions.
• Maximize recruiter productivity: Get up to 5x efficiency gains with AI built into every workflow — from sourcing talent and reviewing applications to scheduling interviews and managing candidates. With all products working better together, recruiters spend less time switching systems and more time building relationships.
• Unlock data-driven recruiting: Get access to analytics across the recruiting funnel without complex BI tools. From pipeline metrics to hiring forecasts, Gem helps you make data-driven decisions and demonstrate impact.
• Use AI that actually works: Get better results from AI that learns from all your recruiting data. With insight into every candidate touchpoint and interaction, Gem AI makes smarter decisions about who to engage and how.
• Work with software built for recruiters: Use a platform designed around how recruiters actually work, not a collection of technical features. Quick implementation, intuitive workflows, and clear analytics make Gem the solution teams actually use and trust.

Just as we strive to help our customers find great talent, we also invest in our own people and culture. We are proud of the culture we’ve built and have recently been recognized as: 

• Forbes America's Best Startup Employers 2024
• Great Place to Work Certified, 2024 - And we landed at number #13!
• Fortune Best Workplaces for Millennials, 2023

The Team & Role

At Gem, we’re on a mission to transform the lives of talent acquisition professionals everywhere. As the only AI-first, all-in-one recruiting platform, we empower talent leaders with the insights they need and help recruiters automate the tedious parts of their work—so they can focus on what matters most: building great teams.
Gem is growing fast, and to fuel our next stage, we’re looking for a Mid-Market Sales Manager to lead, inspire, and scale a team of sellers who thrive in competitive markets. This is a high-impact role where you’ll combine sharp operational rigor with hands-on coaching, all while shaping the future of recruiting technology.
You’ll bring proven success selling platform solutions in fast-moving, competitive industries, along with a passion for developing talent. You’ll enable your team with structure and strategy—pipeline discipline, deal execution frameworks like MEDDPICC, and sharp storytelling—while also creating space for creativity and grit. If you’re excited to build, lead, and leave your mark at one of the fastest-growing SaaS companies in recruiting, this role is for you.

Responsibilities

• Lead & Scale: Manage, hire, and grow Gem’s Mid-Market Sales team into a world-class organization.
• Coach to Win: Build sellers’ confidence and skills through consistent 1:1s, deal reviews, and creative problem-solving.
• Drive Discipline: Establish pipeline best practices that maximize coverage, increase ACV, and sharpen forecast accuracy.
• Be in the Trenches: Join customer calls, guide competitive deal strategy, and step in during late-stage negotiations.
• Operationalize Success: Leverage sales methodologies (MEDDPICC, consultative value-based selling) to create repeatable excellence.
• Partner Cross-Functionally: Collaborate with Customer Success, Marketing, Enablement, and Product to create seamless customer experiences.
• Shape the Future: Bring a builder’s mindset to sales strategy, team culture, and the playbook for scaling Gem’s mid-market motion.

Qualifications

• 3+ years of B2B SaaS sales people management (mid-market experience preferred).
• 5–10+ years of quota-carrying success in competitive, consultative sales environments.
• A passion for coaching—you thrive on helping sellers unlock their potential.
• Deep expertise in pipeline management and sales methodologies (MEDDPICC strongly preferred).
• Exceptional organization, structured thinking, and experience using tools like SFDC, Amplemarket, and Gong.
• Strong executive presence and client-facing skills: communication, empathy, and integrity.
• A builder’s mindset: motivated by the pace of a startup, energized by new challenges, and creative in solving them.
• Bonus: experience selling ATS, Recruiting, or HR solutions.

Benefits

• Highly competitive salary & equity
• 10-year window to exercise your stock options
• Supportive Flexible Time Off program
• 16 paid holidays, including regular company-wide wellness days
• Best-in-class medical, dental & vision insurance
• $1,200 annual stipend for learning and development opportunities
• 16 weeks of Paid Parental Leave for birthing and non-birthing parents
• New Parent Perks totaling $1,500 and flexibility upon return to work

Gem is an equal opportunity employer. We celebrate our inclusive work environment and encourage folks of all backgrounds and perspectives to apply. At Gem, we’re committed to having an inclusive and transparent environment where every voice is heard and acknowledged. We embrace our differences, and know that our diverse team is a strength that drives our success. 
Gem is committed to developing a barrier-free recruitment process and work environment. If you require any accommodation, please email us at accommodations@gem.com we’ll work with you to meet your accessibility needs.
Gem’s Candidate Privacy NoticeBy clicking “Submit Application”, you acknowledge and agree that you have read and understand Gem’s Candidate Privacy Statement, including the information provided on how Gem processes your personal data and your related rights as set forth therein.