Manager, Mid-Market Sales - AMER at Retool – San Francisco, California

ABOUT RETOOLNearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows.
At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components.
Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for.
Let's build the future together!
WHY WE'RE LOOKING FOR YOU:Retool is rapidly growing, and we have work ahead of us to continue to hit our big milestone goals. We’ve learned a lot, quickly iterated on our process and approach, and added many customers to the Retool community.
Our revenue and business goals this year are aggressive, and we’re laser-focused on scaling our hiring, processes, and team as we move upmarket. The problems Retool solves are varied, and the customers we work with span every vertical and hundreds of use cases.
As the Mid-Market Sales Manager, you will build and lead a team of world-class sellers that consistently exceed quota, deliver great customer outcomes, and exemplify the Retool values. You will help lead as we scale out our Mid-Market sales motion to capture the market opportunity at Retool - you will hire, build, coach, and execute as we work with the team and broader company to accelerate our platform sales.
WHAT YOU'LL DO:You’ll be an integral part of the Sales leadership team targeting Mid-Market accounts (100-2500 employees). You’ll lead a team of highly motivated Mid-Market Account Executives and focus on coaching and developing the team, running strategic sales cycles to establish new customer relationships, and partnering cross-functionally to grow our footprint across our existing customer base. You’ll bring vision, purpose, and drive to the team.
WHO YOU'LL WORK WITH:In this role, you’ll collaborate closely with our Sales leadership team across Sales Engineering, Operations, Technical Account Management, and Sales Development to shape the vision and direction of sales at Retool. You’ll also work highly cross-functionally with Recruiting, Engineering, Marketing, and Support while working with and managing the growing Mid-Market Account Executive team.
We are a team passionate about serving our customers and love collaborating to build an organization and company from the ground up. We’re building a winning, fun, and high-ownership culture to propel this company forward, and we’re looking for someone who shares that vision with us.
IN THIS ROLE, YOU WILL:

• Determine staffing levels to support annual goals, establish job descriptions, recruit new Mid-Market Account Executives, and lead the recruiting process to shape and grow the team.
• Assess the go-to-market readiness of our sales team, identify gaps in our approach, and develop new processes to ensure the team is properly trained/equipped to perform against our goals
• Be held responsible for delivering against quarterly revenue and pipeline generation targets, in a consistent quarter-over-quarter cadence
• Engage at the executive level in key deals and serve as an escalation point
• Motivate individuals and the team to exceed targets through coaching and mentorship
• Accurately forecast your business to guide focus across Sales Development, Marketing, and Success
• Identify, qualify, and help accelerate business opportunities through partnerships with Sales Development, Sales Engineering, and Marketing

THE SKILLSET YOU’LL BRING:

• 2+ years of sales leadership or team lead experience, or demonstrated success in mentoring and influencing other sellers in a fast-paced, high-velocity environment
• 6+ years of full-cycle B2B SaaS sales experience
• Proven track record of exceeding targets and driving team performance in a fast-paced, high-growth environment
• Strong command of consultative, value-based sales methodologies (MEDDPICC or Command of the Message)
• Demonstrated ability to hire, develop, and coach high-performing Account Executives
• Excellent forecasting, pipeline management, and cross-functional collaboration skills
• Exceptional communication and executive presence with both technical and business audiences

For candidates based in the United States, the pay range(s) for this role is listed below and represents base salary range for non-commissionable roles or on-target earnings (OTE) for commissionable roles. This salary range may be inclusive of several career levels at Retool and will be narrowed during the interview process based on a number of factors such as (but not limited to), scope and responsibilities, the candidate’s experience and qualifications, and location. Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Retool provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.
The base pay range for this role is $356,000 – $440,000 per year.
Retool offers generous benefits to all employees and hybrid work location. For more information, please visit the benefits and perks section of our careers page!
Retool is currently set up to employ all roles in the US and specific roles in the UK. To find roles that can be employed in the UK, please refer to our careers page and review the indicated locations.