Our mission is to make the world happier and healthier.
San Francisco, CA

Mid-Market Sales Manager (West) at Calm (San Francisco, CA or Remote)

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Employer Provided Salary: $285,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.

Who We Are:

Calm is the leading mental health brand, on a mission to support everyone on every step of their mental health journey. With the #1 app for sleep, meditation and relaxation, Calm’s transformational mindfulness content supports users across seven languages in more than 190 countries.

What We Do:

Calm is the world’s #1 brand for mental fitness and our Calm Business team is furthering our mission to make the world happier and healthier by bringing our offering into the employee benefits space. Calm Business is helping companies build a more resilient organization by promoting better sleep, reducing stress and anxiety, and developing consistent mindfulness practices. We offer accessible and effective content to meet the needs of any diverse workforce. With our proven launch strategy and marketing resources, plus ongoing engagement programs and account support, we take the stress out of employee benefits.

What You’ll Do: 

Calm’s Mid-Market Account Executive team is on a mission to improve employee wellness by partnering with mid-sized employers to bring Calm to their workforce. This segment contributes greatly to overall revenue generation by managing a complex deal cycle and successfully closing business. As the Mid-Market Sales Manager, you would guide a team of Mid-Market Account Executives to exceed quarterly and annual sales goals, while motivating and guiding the team to success. This person will be responsible for hiring, developing, and coaching Mid-Market sales professionals.  Furthermore, you would work closely with sales stakeholders to optimize our sales strategy and help make Mid-Market sales a significant driver toward our ramp to a $100 million in annual recurring revenue.

The ideal candidate is an experienced sales leader who can thoughtfully guide, develop, and coach a team of new business account executives while driving excellence in pipeline management in the HR and benefits departments.  With 3+ years of quota-carrying sales leadership experience, a successful candidate must be able to inspire their team to be the best they can be, both personally and professionally.   

  • Motivate & inspire a team to exceed aggressive sales targets 
  • Collaboratively contribute to overall sales management & strategies across all segments
  • Provide strong guidance to the team while motivating the entire Mid-Market team in all aspects of the sales process 
  • Optimize and improve sales motions in the Mid-Market space, leveraging data to drive judgement
  • Contribute to the Calm Business’s product roadmap, specifically helping to productize solutions for our B2B customers and partners 
  • Create and enhance outbound activities to drive pipeline growth
  • Prioritize new and existing leads flow through creative follow-up communications designed to increase customer interest
  • Identify and manage key performance indicators (KPIs) to ensure consistent success across all members of the team.  
  • Reinforce consistent usage & adoptions of sales productivity tools such as SFDC and Gong
  • Provide a feedback loop for market intelligence and competitive information
  • Foster a customer-centric, consultative approach with our customers to ensure a best-in-class experience from start to finish
  • Collaborate in a fast-paced environment with multiple internal and external teams

Who You Are:

  • Strong history of people management and proclivity toward collaborative team leadership
  • Ability to work within a fast-paced hyper-growth, remote startup environment
  • Team-focused and results-oriented
  • Startup and lean sales model experience
  • Sensibly curious and highly collaborative
  • Problem solver and intelligent risk taker
  • Managing stakeholder buy-in and cross-functional collaboration
  • Strong communicator with solid business acumen
  • Proactive. Will follow up when things don’t get resolved
  • Enthusiastic and passionate about people, teams, and company
  • Inspirational coach, mentor, and leader
  • Hype-focused on client success and engagement
  • Team player that is able to work with lots of people in different regions

Nice to Haves:

  • Passion for selling wellness, meditation and health resources 
  • Prior success in selling to HR and Benefits teams 

Minimum Requirements:

  • 10+ years of sales experience
  • 5+ years of quota-carrying sales leadership experience selling a B2B product

The on target earnings for this role are $285,000 annualized with a 50/50 split between base pay and incentive compensation. Exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications. This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.

We believe that mental health is health, and every person should be considered in the discussion. That’s why we’re proud to be an equal opportunity workplace, committed to providing equal employment opportunities to all applicants and employees regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, medical condition, genetic information, military or veteran status, gender identity or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.

Calm is deeply committed to diversity, equity and inclusion. We strive to create a mindful and respectful environment where everyone can bring their authentic self to work, and experience a culture that is free of harassment, racism, and discrimination.

Calm is also committed to providing reasonable accommodations for qualified individuals with disabilities, including disabled veterans. Please contact Calm’s Recruiting team if you need a reasonable accommodation or any assistance completing any forms or to otherwise participate in the application process.

Calm participates in e-verify. E-verify provides the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

  • Right to Work
  • E-Verify Participation
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What are Calm Perks + Benefits

Calm Benefits Overview

We're committed to supporting our team in every aspect of their personal and professional lives. That goes way beyond 'perk's. We'll cover 100% of your health, dental, and vision, and give you monthly stipends for your fitness and wellness routines too. When we say PTO is Take What You Need, we really mean it, whether that's a mental health day, or a trip around the world. Your home office should be as functional and inspirational as your office office. We'll give you a WFH stipend to help. Your family is a vital part of community too. That's why we offer baby bonding leave to all salaried employees. Calm can only grow if you do. We offer a great salary, equity, 401(k), and even a generous extended learning budget. Our calendar of (virtual) social events ensures you always feel part of, and close with, the team, no matter where you are.

Volunteer in local community
Open door policy
OKR operational model
Team based strategic planning
Flexible work schedule
Remote work program
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Mental health benefits
100 dollar wellness
Financial & Retirement
Company equity
Charitable contribution matching
Child Care & Parental Leave Benefits
Generous parental leave
Family medical leave
Vacation & Time Off Benefits
Unlimited vacation policy
Paid holidays
Paid sick days
Office Perks
Fitness stipend
To celebrate how Calm is working to make the world happier and healthier, employees are given the benefit of a $100 monthly wellness stipend to put toward their own happiness and health.
Home-office stipend for remote employees
Calm provides a $750 work from home budget to go towards creating a more comfortable and productive home workspace.
Professional Development Benefits
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Paid industry certifications

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