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Head of Middle Market Sales

Head of Middle Market Sales

Arcesium

7 - 12 years

50 - 100 Lacs

hyderabad

Posted:2 weeks ago| Platform:

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Skills Required

sales data management finance sales process portfolio management forecasting operations financial services team building crm

Work Mode

Work from Office

Job Type

Full Time

Job Description

The Head of Middle Market Sales will be responsible for building a new go-to-market (GTM) motion from the ground up targeting mid-market financial institutions, asset managers, private capital firms, and regional banks. This leader will recruit, develop, and manage a high-performing sales organization, define the sales playbook, and establish the commercial foundation for long-term scalable growth. This role requires a mix of strategic vision, entrepreneurial drive, and hands-on sales leadership in complex B2B technology environments within financial services.

Responsibilities

1. GTM Strategy & Execution

Work closely with key stakeholders to design and execute a complete go-to-market strategy for the middle market segment (including segmentation, pricing, sales motion, and channel strategy).
Help validate the ideal customer profile (ICP) and targeted messaging, positioning, and value proposition for mid-market financial institutions.
Partner cross-functionally with marketing, product, and customer success to align demand generation and post-sale delivery.

2. Sales Leadership & Team Building

Recruit, onboard, and lead a new team of enterprise account executives and business development professionals from scratch.
Build a high-performance, metrics-driven sales culture focused on accountability, client success, and continuous improvement.
Coach and mentor sales talent on solution selling, financial data workflows, and multi-stakeholder deal cycles.

3. Pipeline & Revenue Management

Drive predictable revenue growth through disciplined pipeline management, forecasting, and territory planning.
Collaborate closely with revenue operations to establish performance metrics, CRM rigor, and sales process consistency.

Qualifications

7+ years of experience in B2B sales leadership within financial technology. Majority of this experience should be within SaaS Data Platform High Velocity sales specifically, with a strong network across the buy side, sell side, and/or private markets.
Proven track record of building and scaling a new High Velocity sales organization (preferably from zero to meaningful ARR).
Deep understanding of financial data workflows including portfolio management, risk, operations, or data management systems.
Exceptional leadership, communication, and organizational skills; thrives in a high-growth, fast-paced environment.
Experience working with complex sales cycles ($250k $2M+ ACV).
Entrepreneurial mindset with strong operational discipline equally strategic and execution-focused.

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Head of Middle Market Sales