Job Description

Starting base salary $90,000 - $100,000 USD
Plus Competitive Commission (First Quarter Commission Guaranteed) , Equity & Benefits
*Opensignal’s salary ranges are determined by role, level, and location. The range reflects the typical starting salaries for new hires and does not reflect that maximum salary for the role over time.

How You Will Make an Impact
As Sales Director, Mid-Market, you will own revenue growth for a defined portfolio of mid-market operator accounts across North America. This is a quota-carrying individual contributor role responsible for driving new business, expanding existing accounts, and closing complex sales opportunities.

You will be accountable for building and advancing pipeline, leading full-cycle sales engagements, and delivering predictable revenue outcomes aligned with regional and company sales strategies. Success in this role is driven by strong deal leadership, disciplined execution, and the ability to translate customer needs into measurable business impact.

What You Will Be Doing

• Mid-Market Account & Revenue Ownership
• Own a defined portfolio of mid-market operator accounts with full responsibility for pipeline, forecasting, and revenue delivery.
• Develop and execute account strategies to drive new logo acquisition, renewals, account expansion, and long-term customer value.
• Serve as the primary commercial owner for assigned accounts, building trusted relationships with senior stakeholders.
• Lead sales cycles end-to-end, including pricing, negotiation, and contract execution.

Business Development & Pipeline Generation

• Drive new business through targeted outbound prospecting, account-based selling, and partner collaboration.
• Identify and pursue expansion opportunities within existing accounts and net-new mid-market prospects.
• Engage Director, VP, and C-level buyers to uncover strategic priorities and align Opensignal solutions accordingly.
• Balance near-term pipeline creation with longer-term territory and account planning.

Sales Execution & Deal Leadership

• Lead discovery, qualification, and value-based sales conversations tailored to customer objectives.
• Coordinate cross-functional resources (Client Analytics, Product, Marketing, Legal) to advance opportunities.
• Own demos, pilots, and proof-of-value engagements from commercial perspective.
• Manage deal risk, timelines, and decision processes to ensure consistent progression through the funnel.

Forecasting, Reporting & Sales Discipline

• Maintain accurate and timely CRM records for all accounts, opportunities, and activities.
• Deliver reliable pipeline visibility and revenue forecasts to sales leadership.
• Use data and performance insights to prioritize opportunities and improve close rates.
• Operate with a high level of accountability and sales process discipline.

Market & Cross-Functional Contribution

• Share market insights, competitive intelligence, and customer feedback with Product and Marketing teams.
• Contribute to refinement of mid-market positioning, messaging, and go-to-market motions.
• Represent the voice of the mid-market customer internally.

Success Measures
Success in this role will be measured by:

• Achievement of assigned revenue and quota targets
• Pipeline health, velocity, and conversion rates
• Forecast accuracy and CRM discipline
• Growth and retention within assigned mid-market accounts
• Impact on regional sales performance

Required Skills & Experience

• Proven experience in a quota-carrying sales role, ideally at the Senior Manager or Director level.
• Demonstrated success owning full sales cycles and closing mid-market or enterprise deals.
• Strong business development and account expansion experience.
• Background selling B2B technology, data, or SaaS solutions; telecom experience strongly preferred.
• Strong executive communication and negotiation skills.
• Highly organized with excellent forecasting and pipeline management discipline.
• Ability to work independently in a remote environment with clear accountability.
• Willingness to travel within the US as needed (up to ~20%).

Personal Characteristics
This role reflects Opensignal’s Ideal Team Player values:

• Hungry: Results-driven, proactive, and motivated to exceed revenue goals.
• Humble: Collaborative, open to feedback, and focused on shared success.
• Smart: Strong interpersonal judgment and situational awareness in customer and internal interactions.
• You are resilient, adaptable, and confident navigating complex, consultative sales environments.