Mailchimp is seeking a highly strategic and analytical Senior Manager/Lead, Mid-Market Sales Strategy to join our growing team. This role will be instrumental in accelerating the growth of our Mid-Market Sales organization by optimizing our audience strategy and developing impactful Go-to-Market (GTM) plays. You will partner closely with the Head of New Business Sales and the Director of Account Based Marketing to define who we sell to, how we sell to them, and how we measure our success.
This role requires a blend of strategic thinking, data analysis, cross-functional collaboration, and hands-on execution. If you are passionate about driving sales effectiveness through data-driven insights and innovative GTM initiatives, we encourage you to apply.
Responsibilities
- Audience Strategy & ICP Definition:
- Lead the analysis and definition of Mailchimp's Ideal Customer Profile (ICP) for the Mid-Market segment, leveraging internal data, market trends, and competitive intelligence.
- Conduct in-depth strategic analysis to identify high-potential customer segments and specific accounts for territory planning and targeted sales efforts.
- Develop and refine customer segmentation models to optimize lead prioritization and allocation.
- Partner with Data Science and Sales Operations to ensure our data infrastructure supports strategic audience identification.
- Go-to-Market (GTM) Play Design & Execution:
- Design, develop, and launch scalable GTM plays and campaigns specifically tailored for the Mid-Market Sales organization (e.g., competitive conquest, industry-specific plays, new feature adoption, whitespace initiatives).
- Collaborate closely with the Head of New Business Sales, Director of Account Based Marketing, Product Marketing, and Sales Enablement to create comprehensive playbooks, messaging, sales assets, and training materials.
- Ensure alignment of GTM strategies and plays across all relevant GTM functions (Sales, Marketing, Product).
- Drive the operationalization of GTM plays, ensuring smooth execution by the sales team.
- Performance Measurement & Optimization:
- Establish clear KPIs and metrics to measure the effectiveness and ROI of audience strategies and GTM plays.
- Analyze performance data, derive actionable insights, and identify areas for continuous optimization and improvement.
- Develop and present regular reports and insights to sales leadership and cross-functional stakeholders on strategic initiatives and their impact on revenue growth.
- Iterate on strategies based on performance data and market feedback.
- Cross-functional Leadership & Collaboration:
- Act as a key strategic partner and thought leader for the Mid-Market Sales organization.
- Build strong, collaborative relationships with leaders across Sales, Marketing, Sales Operations, Sales Enablement, and Product.
- Influence decision-making through data-backed recommendations and strategic insights.
