ABOUT AVOCA
Avoca is transforming how home service companies engage with their customers. Our AI-powered conversational agents handle every high-value inbound call, from booking jobs, qualifying leads, and driving higher revenue, all at a speed and consistency unmatched by human call centers.
We're a Series B startup backed by Kleiner Perkins, Meritech Capital, General Catalyst, and other top-tier investors, with $125M raised and a $1B valuation. We grew 10x in 2025 and have scaled to 170+ employees in under two years across our NYC headquarters and Santa Barbara office.
In a $1T+ market where 85% of missed calls go to competitors, we're building the category-defining platform for AI-driven customer engagement, serving the largest brands in home services. With high-energy, in-office teams in both locations, every hire here has an immediate and visible impact.
ABOUT THE ROLE
As Director of Mid-Market Sales, you will lead and elevate our mid-market sales organization, driving performance, consistency, and execution excellence across the segment.
This is a leadership role focused on developing talent, sharpening sales rigor, and building a repeatable, high-performing motion. You’ll coach a team of already-performing Account Executives to win complex deals, deepen discovery, improve close rates, and consistently exceed targets.
This role is ideal for a sales leader who thrives in high-accountability environments, loves developing talent, and knows how to build discipline and performance into a scaling mid-market team.
WHAT YOU’LL DO
- Own mid-market revenue performance, ensuring the team consistently hits and exceeds monthly and quarterly targets.
- Coach and develop Account Executives to improve discovery, objection handling, deal strategy, and closing effectiveness.
- Elevate call quality through regular deal reviews, call coaching, and structured feedback loops.
- Improve pipeline hygiene, forecasting accuracy, and overall sales execution rigor.
- Identify skill gaps and implement targeted enablement programs to raise performance across the team.
- Refine messaging, positioning, and demo execution to increase conversion rates and ACV.
- Lead by example in strategic deals, modeling best-in-class mid-market selling behavior.
- Establish clear performance standards and accountability across the team.
WHAT YOU’LL BRING
- 6+ years of B2B SaaS sales experience, with 2+ years leading mid-market or enterprise AEs.
- Strong track record of improving rep performance through hands-on coaching.
- Experience scaling and optimizing mid-market sales motions.
- Proven ability to drive forecast accuracy and operational rigor.
- Deep expertise in discovery-led, consultative sales.
- Ability to diagnose pipeline issues and implement corrective action quickly.
- Clear, confident communicator who can raise the bar on performance standards.
- High ownership mentality and comfort operating in fast-moving, in-office environments.
WHO YOU ARE
- Coach first, manager second: you measure your success by how much better your reps get.
- Obsessed with deal quality, not just deal volume.
- Direct and high-accountability: you don't shy away from tough performance conversations.
- Energized by mid-market complexity: real selling skill, fast cycle times, operational discipline.
- In the weeds on calls, pipeline, and deal strategy, not managing from a dashboard.
- Builder mentality: you want to create something, not maintain it.
- High ownership, low ego: you do whatever it takes to make the team win.
- In-office, engaged, and eager to lead from the front at our NYC location full-time.
BENEFITS
- Comprehensive medical, dental, and vision insurance
- Company-sponsored 401(k) through Vestwell
- Flexible PTO plus U.S. federal holidays
- Company-wide off-sites
- Monthly wellness stipend
- Daily in-office lunch through Parkday
- Dinner covered when working late
- Commuter benefits and late-night rideshare
- Standing desks and workspace accommodations available on request
- All core tools and software provided
Compensation: The expected on target earnings for this role is $350,000-$400,000 with final compensation based on experience, skills, and qualifications determined during the interview process. Avoca’s total compensation package includes base salary, bonus, equity, and a comprehensive suite of benefits and perks. Our Recruiting team will share the full details as you progress through our hiring process.
WHY AVOCA
At Avoca, you’ll be part of a team that’s building a category-defining company at the center of a massive market opportunity. We’re a fast-moving, collaborative team with a culture designed for builders who thrive on speed, iteration, and impact.
