What is Mid-Market Sales?
Mid-market sales targets companies between SMB and enterprise, typically with 100-1,000 employees and deal sizes of $25K-$100K ACV, blending elements of both velocity and complex selling.
Mid-market is where many SaaS companies find their sweet spot. The deals are large enough to justify a dedicated sales process but small enough to close in 30-90 days. It requires reps who can sell consultatively without the 9-month cycle of enterprise, and CROs who can build repeatable processes that scale.
Mid-Market Characteristics
Mid-market deals typically involve 3-5 stakeholders (fewer than enterprise's 6-10). Sales cycles run 30-90 days. ACV ranges from $25K to $100K. Reps manage 30-50 opportunities simultaneously. The buying process is more structured than SMB but less bureaucratic than enterprise. Procurement and legal reviews exist but don't add months to the timeline. This segment responds well to product demos, case studies, and ROI-driven selling.
Mid-Market Sales Model
The typical mid-market model uses inside sales reps (no field sales needed), SDRs for pipeline generation, and sales managers overseeing teams of 6-8 AEs. This is the segment where structured sales methodologies like Sandler and MEDDPICC have the highest impact-to-effort ratio. Reps close enough deals per quarter that process improvements compound rapidly.
Mid-Market VP Sales Roles
Mid-market VP Sales roles are the most common in our job posting data, representing roughly 40% of all VP Sales openings. They typically carry $5M-$20M team quotas, manage 15-40 reps, and require experience building repeatable sales processes. OTE for mid-market VP Sales ranges from $250K-$400K. It's the proving ground for CRO candidates who need to demonstrate they can build scalable teams before taking on enterprise or full-company revenue.
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