Director, Mid-Market Expansion Sales

Location: Denver, CO (In-Office, Full-Time)

Say hello to opportunities.

It's not everyday that you consider starting a new career. We're RingCentral, and we're happy that someone as talented as you is considering this role. First, a little about us, we're a $2 Billion annual revenue company with double digit Annual Recurring Revenue (ARR) and a $93 Billion market opportunity in UCaaS, Contact Center and AI-powered adjacencies. We invest more than $250 million annually to ensure our AI-enabled technology and platforms meet or exceed the needs of our customers.

RingSense AI is our proprietary AI solution. It's designed to fit the business needs of our customers, orchestrated to be accurate and precise, and built on the same open platform principles we apply to our core software solutions.

The Expansion team is at the forefront of RingCentral's growth strategy, focused on identifying, capitalizing on, and accelerating opportunities within our existing, high-value customer base. We are a dynamic, data-driven organization dedicated to driving predictable, sustained revenue growth by ensuring our clients fully leverage our industry-leading AI-powered communications suite of services. We value professional and personal growth, operational excellence, and a collaborative winning spirit.

RingCentral continues to lead the $100+ billion global UCaaS industry, integrating generative AI, deep vertical solutions, and strategic alliances. We are seeking a proven, high-energy Director of Mid-Market Expansion Sales to lead and scale multiple sales management teams focused on the high-potential Mid-Market segment across North America.

This key second-line leadership role demands a verifiable history of exceeding sales goals, deep operational aptitude, and the ability to drive change in a fast-paced, complex environment. You will be instrumental in defining repeatable, scalable go-to-market strategies, optimizing sales motion with AI tools, and developing the next generation of sales leaders.

Leadership & People Development

• Executive Coaching: Lead, coach, and develop 3-5 high-performing Sales Managers across the Mid-Market segment, focusing on operational rigor, deal strategy, and career progression.

• Culture & Cadence: Host weekly 1:1s, quarterly business reviews (QBRs), and training sessions designed to drive predictable revenue and reinforce a high-performance, in-office culture.

• Talent Acquisition: Own the regional hiring pipeline, attracting, onboarding, and retaining top-tier expansion sales talent.

Strategic Sales Execution

• Strategic Deal Support: Serve as the executive sponsor on high-value, strategic expansion opportunities within the Mid-Market, providing coaching and direction to Sales Managers and Account Executives to drive successful closure.

• Scalable GTM Strategy: Define and execute highly repeatable Account-Based Sales (ABS) and Account-Based Experience (ABX) strategies to maximize penetration within defined Mid-Market customer segments.

• Channel Alignment: Act as the primary liaison to Channel Sales Leadership, coordinating joint strategies, enablement, and co-selling efforts with partners crucial for Mid-Market success.

Operational Excellence & AI Enablement

• Data-Driven Management: Work closely with Sales Operations to leverage advanced BI tools for predictive forecasting, pipeline segmentation, and real-time KPI dashboard management critical for the Mid-Market scale.

• Process Optimization: Design and implement improvements to the sales cycle and process, specifically focusing on the adoption of AI-driven sales enablement tools to increase manager and rep efficiency.

• Marketing Alignment: Serve as the key bridge between Sales, Product Marketing, and Demand Generation to ensure campaign effectiveness, material resonance, and optimal lead flow and conversion.

• Experience: 7+ years of progressive sales leadership experience, with at least 3 years as a second-line leader (Director or above) managing multiple direct reports (Sales Managers).

• Industry Expertise: Proven success leading large sales teams (30+ individuals) within the Unified Communications (UCaaS), Contact Center (CCaaS), or high-growth SaaS platform space, with a strong preference for Mid-Market focus.

• Operational Acumen: Expert proficiency in managing highly metrics-oriented teams, utilizing data to identify bottlenecks and implement corrective programs to drive predictable scale.

• Technology Fluency: Deep familiarity with modern sales technology stacks, including Salesforce CRM (advanced reporting and pipeline), and sales engagement platforms.

• Strategic Go-To-Market: Extensive experience defining and executing sales strategies for complex B2B sales cycles, including mastery of multiple routes to market (Inside, Field, Channel, Alliance Partners).

• Leadership Qualities: Exceptional skills in change management, complex problem-solving, and professional communication (written, verbal, and executive presentations).

What we offer:

• Comprehensive medical, dental, vision, disability, life insurance

• Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits

• Voluntary supplemental health coverage and life insurance

• 401K match and ESPP

• Paid time off and paid sick leave

• Paid parental and pregnancy leave

• Family-forming benefits (IVF, Preservation, Adoption etc.)

• Emergency backup care (Child/Adult/Pets)

• Employee Assistance Program (EAP) with counseling sessions available 24/7

• Free legal services that provide legal advice, document creation and estate planning

• Employee bonus referral program

• Student loan refinancing assistance

• Employee 1:1 coaching, perks and discounts program

RingCentral's Sales team builds, grows and nurtures relationships-from small businesses to global enterprises. That's why we're the largest and fastest-growing pure-play provider in our space. RingCentral has become the leading global cloud-based communications provider because we're not just selling solutions; we're changing the nature of communications. This is an opportunity to lead a massive change in the way teams and organizations collaborate.

RingCentral's work culture is the backbone of our success. And don't just take our word for it: we are recognized as a Best Place to Work by Glassdoor, the Top Work Culture by Comparably and hold local BPTW awards in every major location. Bottom line: We are committed to hiring and retaining great people because we know you power our success.

About RingCentral

RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone(MVP) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world.

RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations for individuals with disabilities during our application and interview process. If you require such accommodations, please click on the following link to learn more about how we can assist you.

If you are hired in Colorado, California, Hawaii, Nevada, New York, Maryland, Washington, Connecticut, Rhode Island, the compensation range for this position is between $198,400 and $368,550 for full-time employees, in addition to eligibility for variable pay, equity, and benefits. Benefits may include, but are not limited to, health and wellness, 401k, ESPP, vacation, parental leave, and more! The salary may vary depending on your location, skills, and experience.