Director, Mid-Market Sales
At First Advantage (Nasdaq: FA), people are at the heart of everything we do. From our customers and partners to our greatest advantage — our team members. Operating with empathy and compassion, First Advantage fosters a global inclusive workforce devoted to the diverse voices that make up our talent and products. Our team members empower each other to be their authentic selves and treat all with respect, integrity, and fairness. Say hello to a rewarding career and come join a leading provider of mission-critical background screening, drug screening, and identity solutions to some of the most recognized Fortune 100 and Global 500 brands. About The Role: The Director, Mid-Market Sales leads a high‑performing team responsible for new logo acquisition and expansion across the US Mid‑Market segment. This leader will set the segment strategy, hire and develop front‑line managers and account executives, operationalize a data‑driven sales motion, and consistently deliver bookings and revenue targets. The ideal candidate brings proven success building pipeline, driving disciplined execution across the full sales cycle, and elevating a value‑based, solution‑oriented sales approach. Key Responsibilities Segment Strategy & Operating Rhythm
Define Mid‑Market coverage model (territories, vertical focus, partner/alliances motion) and annual GTM plan.
Establish operating cadence (forecast, pipeline, deal reviews, win/loss) with a focus on predictable bookings, seller productivity, and cycle‑time reduction.
Leadership & Team Development
Hire, onboard, and develop front‑line sales managers and account executives; set clear expectations and coach to behaviors and outcomes.
Build a performance culture grounded in FA values (Authenticity, Curiosity, Integrity, Teamwork, Customer‑Inspired).
Attract and retain diverse, top‑tier sales talent; succession plan for critical roles.
Pipeline, Forecast & Execution
Own segment forecast; drive discipline in qualification, stage progression, and risk mitigation.
Partner with Marketing on demand creation and with SDR/BDR leadership on prospecting effectiveness to ensure healthy, segment‑right pipeline coverage.
Guide managers on coaching big bets, negotiation strategy, and executive alignment; personally engage on top strategic opportunities.
Cross‑Functional Collaboration
Work with RevOps to refine territories, quotas, comp levers, and dashboards; ensure data quality and actionable insights.
Partner with CS and Implementation to ensure seamless handoffs and measurable customer outcomes.
Provide structured feedback loops to Product and Pricing for Mid‑Market needs.
Governance & Compliance
Ensure adherence to pricing, discounting, contracting, and approval policies; model ethical selling.
Manage to budget; optimize headcount and investment for ROI.
Required Qualifications
10+ years of B2B sales experience with 5+ years leading managers and/or multi‑region seller teams in SaaS, data, or technology‑enabled services.
Demonstrated success building and scaling Mid‑Market motions: territory design, quota setting, pipeline generation, forecast accuracy, and consistent over‑achievement to plan.
Proven ability to recruit, develop, and retain high‑performing sales talent; track record of elevating managers and creating repeatable coaching frameworks.
Expert command of value‑based/solution selling and C‑suite executive engagement; strong negotiation and deal‑structuring skills.
Why First Advantage is Your Next Big Career Move: First Advantage is going through a technology transformation! We are looking for experts who are excited to work with advanced technologies and provide best-in-class user experience, drive the development and deployment of scalable solutions, and smoothly guide our agile teams and clients through meaningful changes as we continue to expand our impact. Additional benefits offered to our eligible people include:
Ability to work remotely with occasional business travel.
Medical, Vision, Dental, and supplementary benefit plans
401k with an employer match, and an Employee Stock Purchase Plan (ESPP)
Competitive and flexible Paid Time Off (PTO) and 9 paid company holidays
Access to tech and growth opportunities, and leaders who want you to succeed!
What Are You Waiting For? Apply Today! You have learned a little about us today – we want to learn about you! If you think this position and our company are a great fit for your areas of interest and expertise, tell us about you by applying now! The salary range for this position is approximately $100-120k base annually. This range reflects our good faith estimate to pay fairly as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate’s experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process.
United States Equal Opportunity Employment:
First Advantage is proud to be a global leader in removing barriers and supporting our community members to ensure the changing demographics of the workforce are reflected in our hiring and employment practices. We value all of our candidates, employees, and clients, and place great emphasis on hiring and supporting qualified individuals in each role. We are an equal opportunity employer. We do not discriminate on the basis of race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, genetic information, or any other area protected by applicable law.
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Director, Mid-Market Sales
At First Advantage (Nasdaq: FA), people are at the heart of everything we do. From our customers and partners to our greatest advantage — our team members. Operating with empathy and compassion, First Advantage fosters a global inclusive workforce devoted to the diverse voices that make up our talent and products. Our team members empower each other to be their authentic selves and treat all with respect, integrity, and fairness. Say hello to a rewarding career and come join a leading provider of mission-critical background screening, drug screening, and identity solutions to some of the most recognized Fortune 100 and Global 500 brands. About The Role: The Director, Mid-Market Sales leads a high‑performing team responsible for new logo acquisition and expansion across the US Mid‑Market segment. This leader will set the segment strategy, hire and develop front‑line managers and account executives, operationalize a data‑driven sales motion, and consistently deliver bookings and revenue targets. The ideal candidate brings proven success building pipeline, driving disciplined execution across the full sales cycle, and elevating a value‑based, solution‑oriented sales approach. Key Responsibilities Segment Strategy & Operating Rhythm
Define Mid‑Market coverage model (territories, vertical focus, partner/alliances motion) and annual GTM plan.
Establish operating cadence (forecast, pipeline, deal reviews, win/loss) with a focus on predictable bookings, seller productivity, and cycle‑time reduction.
Leadership & Team Development
Hire, onboard, and develop front‑line sales managers and account executives; set clear expectations and coach to behaviors and outcomes.
Build a performance culture grounded in FA values (Authenticity, Curiosity, Integrity, Teamwork, Customer‑Inspired).
Attract and retain diverse, top‑tier sales talent; succession plan for critical roles.
Pipeline, Forecast & Execution
Own segment forecast; drive discipline in qualification, stage progression, and risk mitigation.
Partner with Marketing on demand creation and with SDR/BDR leadership on prospecting effectiveness to ensure healthy, segment‑right pipeline coverage.
Guide managers on coaching big bets, negotiation strategy, and executive alignment; personally engage on top strategic opportunities.
Cross‑Functional Collaboration
Work with RevOps to refine territories, quotas, comp levers, and dashboards; ensure data quality and actionable insights.
Partner with CS and Implementation to ensure seamless handoffs and measurable customer outcomes.
Provide structured feedback loops to Product and Pricing for Mid‑Market needs.
Governance & Compliance
Ensure adherence to pricing, discounting, contracting, and approval policies; model ethical selling.
Manage to budget; optimize headcount and investment for ROI.
Required Qualifications
10+ years of B2B sales experience with 5+ years leading managers and/or multi‑region seller teams in SaaS, data, or technology‑enabled services.
Demonstrated success building and scaling Mid‑Market motions: territory design, quota setting, pipeline generation, forecast accuracy, and consistent over‑achievement to plan.
Proven ability to recruit, develop, and retain high‑performing sales talent; track record of elevating managers and creating repeatable coaching frameworks.
Expert command of value‑based/solution selling and C‑suite executive engagement; strong negotiation and deal‑structuring skills.
Why First Advantage is Your Next Big Career Move: First Advantage is going through a technology transformation! We are looking for experts who are excited to work with advanced technologies and provide best-in-class user experience, drive the development and deployment of scalable solutions, and smoothly guide our agile teams and clients through meaningful changes as we continue to expand our impact. Additional benefits offered to our eligible people include:
Ability to work remotely with occasional business travel.
Medical, Vision, Dental, and supplementary benefit plans
401k with an employer match, and an Employee Stock Purchase Plan (ESPP)
Competitive and flexible Paid Time Off (PTO) and 9 paid company holidays
Access to tech and growth opportunities, and leaders who want you to succeed!
What Are You Waiting For? Apply Today! You have learned a little about us today – we want to learn about you! If you think this position and our company are a great fit for your areas of interest and expertise, tell us about you by applying now! The salary range for this position is approximately $100-120k base annually. This range reflects our good faith estimate to pay fairly as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate’s experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process.
United States Equal Opportunity Employment:
First Advantage is proud to be a global leader in removing barriers and supporting our community members to ensure the changing demographics of the workforce are reflected in our hiring and employment practices. We value all of our candidates, employees, and clients, and place great emphasis on hiring and supporting qualified individuals in each role. We are an equal opportunity employer. We do not discriminate on the basis of race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, genetic information, or any other area protected by applicable law.