Job Description
Zenoti provides an all-in-one, cloud-based software solution for the beauty and wellness industry. Our solution allows users to seamlessly manage every aspect of the business in a comprehensive mobile solution: online appointment bookings, POS, CRM, employee management, inventory management, built-in marketing programs and more. Zenoti helps clients streamline their systems and reduce costs, while simultaneously improving customer retention and spending. Our platform is engineered for reliability and scale and harnesses the power of enterprise-level technology for businesses of all sizes
Zenoti powers more than 30,000 salons, spas, medspas and fitness studios in over 50 countries. This includes a vast portfolio of global brands, such as European Wax Center, Hand & Stone, Massage Heights, Rush Hair & Beauty, Sono Bello, Profile by Sanford, Hair Cuttery, CorePower Yoga and TONI&GUY.
Our recent accomplishments include surpassing a $1 billion unicorn valuation, being named Next Tech Titan by GeekWire, raising an $80 million investment from TPG, ranking as the 316th fastest-growing company in North America on Deloitte’s 2020 Technology Fast 500™. We are also proud to be recognized as a Great Place to Work CertifiedTM for 2021-2022 as this reaffirms our commitment to empowering people to feel good and find their greatness. To learn more about Zenoti visit: https://www.zenoti.com
Director of Sales – Mid-Market
Location: North America
Reports to: VP - GTM
Department: GTM/Sales
Work Type: Remote (United States)
About Zenoti
Zenoti powers the world’s leading beauty, wellness, and fitness brands — helping them grow, delight their guests, and run their businesses effortlessly. Our platform combines SaaS, payments, and AI-driven innovation to help operators scale profitably and deliver exceptional guest experiences.
We are seeking a proven Director of Sales, Mid-Market, to lead new customer acquisition across our fastest-growing segment.
Role Overview
The Director of Sales, Mid-Market owns net new revenue generation for businesses ranging from single-location and multi-location brands with up to 20 locations. This leader will manage and develop a team of 6–8 Account Executives responsible for expanding Zenoti’s footprint.
This leader will balance people leadership, pipeline rigor, and deal execution, ensuring the team consistently sells on value, ROI, and business impact.
Key Responsibilities
- Own mid-market new ARR
- Drive predictable pipeline generation, progression, and close rates.
- Maintain strong forecast accuracy and proactive risk management.
- Lead and Develop a High-Performance Sales Team
- Recruit, onboard, coach, and retain top mid-market SaaS sales talent.
- Build a culture of accountability, coaching, and continuous improvement.
- Execute Challenger sales methodology and value-led selling
- Coach reps to sell on ROI, outcomes, and long-term value, not features or price.
- Inspect deals for quality, customer fit, and executive alignment.
- Drive Sales Operating Excellence
- Partner with Revenue Operations to ensure clean CRM hygiene, accurate reporting, and strong pipeline visibility.
- Lead weekly pipeline reviews, forecast calls, and quarterly performance reviews.
- Use data to identify coaching needs, execution gaps, and scalable best practices.
Qualifications
- 7+ years of SaaS sales leadership experience, with a proven track record of building and leading teams that deliver sustained net new ARR growth.
- Data-driven leader with a strong command of pipeline math, forecasting, and performance metrics.
- Track record of hiring, coaching, and developing high-performing sales teams.
- Executive presence and strong communication skills with both customers and internal leaders.
Success in This Role Looks Like
- Consistent achievement (and outperformance) of mid-market ARR targets.
- A confident, well-coached sales team that accelerates deal velocity and win rates.
- Predictable pipeline generation and disciplined forecasting.
- Zenoti recognized by prospects as the leading strategic growth platform, not just a software vendor.
Zenoti provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
