Inside Sales Manager, Mid-Market

Sales New York, New York

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Description

Inside Sales Manager, Mid-Market
 
The Company: Varonis (Nasdaq: VRNS) is a leader in data security, fighting a different battle than conventional cybersecurity companies. Our cloud-native Data Security Platform continuously discovers and classifies critical data, removes exposures, and detects advanced threats with AI-powered automation.
 
Thousands of organizations worldwide trust Varonis to defend their data wherever it lives — across SaaS, IaaS, and hybrid cloud environments. Customers use Varonis to automate a wide range of security outcomes, including data security posture management (DSPM), data classification, data access governance (DAG), data detection and response (DDR), data loss prevention (DLP), and insider risk management.
Varonis protects data first, not last. Learn more at www.varonis.com.
The Role:  We are seeking a dynamic and results-driven Inside Sales Manager, Mid-Market, to join our team. This individual will own regional strategy and execution, drive consistent quota attainment, develop talent, and partner cross‑functionally to accelerate pipeline and win rates. This is a hands‑on leadership role that combines coaching, forecast discipline, and deal strategy with an eye for scale and repeatability.
 
The Location:  We are considering candidates who can work by hybrid model, based out of the New York area. 
 
The Responsibilities:
  • Leadership & Team Development 
    • Lead, coach, and mentor a team of mid-market sales reps responsible for generating and closing new business. 
    • Observe calls, run consistent 1:1s, deliver hands-on coaching, and provide frameworks for strong discovery, qualification, and negotiation.  
    • Build individualized development plans that enhance prospecting, pipeline creation, and closing capabilities. 
  • Ownership of the Full Sales Cycle 
    • Drive excellence across all stages of the sales motion 
    • Ensure reps meet activity benchmarks for outbound prospecting and maintain healthy top-of-funnel creation. 
    • Partner with Sales Engineering on win strategies, POV/POC cycles, and competitive positioning. 
  • Pipeline & Forecast Management  
    • Inspect pipeline quality weekly, focusing on stage progression, coverage, outbound activity, and deal-risk identification 
    • Ensure accurate Salesforce updates, realistic commit calls, and disciplined forecast hygiene.  
    • Run weekly team meetings centered on pipeline creation, coaching, and best practices. 
  • Territory Strategy & Cross-Functional Alignment 
    • Establish data-driven territory plans with reps, defining whitespace, vertical priorities, and outbound strategy.  
    • Partner with Marketing, Channel, and RevOps to support pipeline creation and accelerate velocity. 
    • Align with Customer Success on smooth handoffs, value delivery, and early lifecycle experience for new customers.  
 
The Requirements:
  • 2-3+ years managing full-cycle sales reps within a fast-paced cybersecurity/B2B SaaS environment.
  • Demonstrated ability to develop sellers in prospecting, discovery, demoing, objection handling, competitive positioning, and closing. 
  • Proven track record of consistent team quota attainment and accurate forecasting. 
  • Strong command of modern sales methodologies (e.g., MEDDICC/MEDDPICC, Challenger, value-based selling) and the ability to coach them.
  • Operational strength with Salesforce and core sales tools (Orum, Outreach, ZoomInfo, etc.)
  • Exceptional coaching, hiring, and performance-management skills.
  • High accountability, strong analytical instincts, and ability to lead through change.
  • Bachelor’s degree or equivalent experience.
 
 
We invite you to check out our Instagram Page to gain further insight into the Varonis culture! 
@VaronisLife
 
Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics.
#LI-Hybird


Salary: USD 200000 - 220000 Annually

The abovementioned salary range depends on the candidate’s experience, qualifications, and abilities.
If the salary indicated above is on an annual basis, it may include a target-based commission component.
The salary shall be paid on a semi-monthly basis.
Further benefits that are offered to Varonis employees in the US are detailed here.

Please review our Notice of E-Verify Participation and our Right to Work Statements.

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