Manager, Mid-Market Sales, Land

About Revenue Foundations

Revenue Foundations is a new team at Gong with one mission: accelerate new-logo acquisition by helping more companies turn customer conversations into business growth. Gong’s call intelligence captures, understands, and delivers insight from every interaction—helping revenue teams see what’s happening in their deals, coach their people, and act on what customers are telling them. Our job is to meet buyers where they are and find the fastest path for them to realize that value.

This is a 0-to-1 build, a startup inside Gong. You’ll work closely with the Head of Revenue Foundations and the leadership team, helping shape the playbook rather than simply run it. As AI changes how companies sell, buy, and operate, you’ll advise customers on how Gong’s call intelligence, and the agents and AI tools that now draw on it, can become part of their broader AI workflows. Some of the motion isn’t written yet, and that’s the point. You’ll experiment, iterate, and turn what works into the playbook the rest of Gong runs next.

The Role

As a Commercial/Mid-Market Sales Manager on the Revenue Foundations team, you’ll lead a team of pure hunters focused 100% on outbound prospecting and closing net-new Gong customers. You’ll own your team’s results across the full sales cycle, from building pipeline through running pilots to closing deals, and you’ll coach reps selling across a wide range of personas and verticals. Strong business acumen, sharp sales fundamentals, and the ability to teach your team how to run a compelling, pain-based demo are critical. You don’t need to be an engineer, but you do need to understand call intelligence, AI, and MCP well enough to guide credible conversations about how Gong helps revenue teams turn customer interactions into insight, action, and results, and how it fits into a prospect’s broader AI plans.

This role is for you if you’re a hands-on leader who knows how to build a strong culture of development. You love coaching, you get energy from developing people, and you hold a high bar for your team and yourself. You’re comfortable with change, naturally curious, and driven to win. You want to help shape and refine a sales motion that will scale, and you’re excited to build the playbook rather than just run one.

This role is not for you if you need a finished playbook, prefer to manage from a distance instead of getting into deals with your reps, struggle with change, or aren’t motivated to build something new.

RESPONSIBILITIES

• Hire, train and manage an accomplished team of net-new Account Executives focused on hunting and closing new business
• Develop and coach the sales, product, and industry skills of each team member, with an emphasis on prospecting and new business acquisition
• Motivate team members and drive high performance through leadership
• Regularly report on both team and individual results, including new logo/pipeline generation metrics
• Identify and make recommendations for improvement in the areas of process, efficiency and productivity across the new business sales motion

QUALIFICATIONS

• Located in the tri-state area within a commutable distance to the Lehi office.
• We operate on a hybrid working model, which we define as 3 days a week in-office.
• 1+ years experience building and managing a high-performing net-new/new business software sales team
• Consistent track record of 100%+ of quota achievement as a manager and individual contributor in a new business/hunting capacity
• Proven track record of success in acquiring new customers/logos
• Experience hiring, managing and improving net-new Account Executive KPIs (e.g., pipeline generation, new logo close rate, outbound activity)
• High level of business acumen and understanding of how revenue leaders think

The annual OTE for this position is $200,000- $240,000 USD.