About ElevenLabs ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always. We have expanded from voice into three main platforms: • ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. • ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. • ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. How we work • High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. • Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. • AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. • Excellence everywhere: Everything we do should match the quality of our AI models. • Global team: We prioritize your talent, not your location. What we offer • Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. • Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. • Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend. • Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. • Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy. • Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend. About the Role As Mid-Market Lead, you will be the strategic driver behind scaling and optimizing our Mid-Market AE organization. You’ll own revenue outcomes and team performance across our Mid-Market segment, with a strong focus on building repeatable, high-velocity sales motions. This role blends hands-on leadership with strategic execution in a fast-growing environment. In this role, you will: • Define and execute the go-to-market strategy for U.S. Mid-Market accounts, including quotas, segmentation, and territory design. • Lead, coach, and scale a team of Mid-Market AEs, owning recruiting, onboarding, enablement, and performance management. • Own pipeline health and forecasting, driving consistency and improving conversion rates across each stage of the funnel. • Develop and refine sales playbooks, motions, objection frameworks, and deal models tailored to Mid-Market buyers and voice AI / conversational use cases. • Partner cross-functionally with Marketing, Product, Growth, and Customer Success to align positioning, messaging, and expansion opportunities. • Establish feedback loops by synthesizing insights from prospects and customers to help inform GTM strategy and product roadmap decisions. Requirements • 7+ years of SaaS or technology sales experience, with meaningful experience leading or scaling Mid-Market AE teams. • Demonstrated success surpassing revenue targets in a Mid-Market or velocity-oriented sales environment. • Strong command of sales metrics, funnel optimization, forecasting, and process rigor. • Experience selling technical, AI, or API-driven solutions to Director- and VP-level stakeholders. • Excellent communication skills and ability to influence across teams and seniority levels. • Comfortable operating in fast-paced, ambiguous, high-growth environments with high ownership. Location This role is remote across the US, with the option to work from our San Francisco or New York offices if preferred. #LI-remote