Senior Manager, Mid-Market Sales

Job description

Muck Rack is trusted by thousands of organizations around the world to understand how their brands show up across news, social media and AI-generated answers. Our AI-powered platform connects the entire PR workflow in one place, helping communications teams manage media relationships, understand the conversations shaping their brands, take action and measure their impact. Combined with analyst-led Media Intelligence and advisory services, Muck Rack turns signals into insights and insights into action. Founder-controlled and growing profitably and sustainably, we have the freedom to build forward-thinking products, put our customers first, and offer an inclusive culture that welcomes diverse perspectives. We’re looking for an adaptable and metrics-driven people leader who will train, coach, support and manage a team of salespeople focused on winning new customers in the Mid-Market segment of Muck Rack. You should be excited about leading and developing a team working in a fast-paced remote environment with a diverse range of agency and brand prospects. You’ll be a great fit for this role if you have a strong desire to lead a team, manage process and accountability, are driven to coach and develop talent, are confident and experienced in SaaS sales, and you’re collaborative, dedicated to the team, and committed to growing the business sustainably. ## **What you'll do:** - **Lead and develop a team of 8 Account Executives**, owning team quota attainment while coaching, inspiring, and motivating individuals with a team-first, winning mindset to achieve ambitious sales goals - **Proven ability to lead and scale a high-velocity sales team**, driving consistent productivity and performance across a high-volume sales motion. - **Demonstrated ability to elevate deal size and complexity**, coaching reps to expand use cases, multi-thread, engage senior stakeholders, and turn Mid-Market opportunities into larger, more strategic deals. - **Track record of scaling pipeline and revenue while moving a business up-market**, balancing the speed and efficiency of a velocity motion with increasing ACV and more sophisticated selling. - **Own pipeline health and forecast accuracy** through disciplined weekly inspection, clear deal narratives, and consistent CRM hygiene, leveraging tools like Salesforce, Gong, and Outreach to identify trends, mitigate risk, and surface opportunities - **Communicate goals, expectations, and feedback with clarity and consistency,** navigating tough conversations professionally and holding the team accountable to agreed-upon standards, KPIs, and follow-through - **Run a consistent operating rhythm** including weekly 1:1s, pipeline reviews, forecast calls, Gong call coaching, and team syncs that reinforce accountability, execution, and performance standards. With an aptitude for leveraging data intelligence to inform coaching and running the business - **Develop and coach the team** through weekly, structured coaching and deal inspection, with a focus on discovery quality, qualification rigor, deal strategy, and account progression - **Hire, onboard, and develop new team members** to build and sustain a high-performing, collaborative sales team - **Execute sales strategy and contribute** to its evolution, partnering with Sales Leadership, RevOps, and Enablement to improve processes, policies, and go-to-market execution - **Join prospect conversations strategically to coach**, inspect deal quality, and influence outcomes — not to carry deals personally, but to develop rep capability and deal judgment. - Build deep expertise in the PR industry, PR software landscape, and Muck Rack’s value proposition, enabling strong coaching, credible deal support, and effective market positioning ### **How success will be measured in this role:** - Team quota attainment (quarterly and annual) - Percentage of AEs achieving at least 80% of individual quota - Pipeline generation, including AE-booked meetings - Win rate and funnel conversion efficiency - Average contract value (ACV) and ability to grow deal size - Pipeline coverage and overall health to support reliable attainment - Forecast accuracy driven by disciplined pipeline inspection, ICED qualification, and clear deal narratives - Adherence to operating cadences and sales processes (1:1s, pipeline reviews, forecasting, CRM hygiene, coaching) - Upward and peer feedback reflecting leadership alignment, team contribution, and Muck Rack values ## **If the details below describe you, you could be a great fit for this role:** - 4+ years of professional experience, including 2+ years of people management and hands-on SaaS sales experience in a closing role, with a clear transition from individual contributor to people leader - A team-first, winning mindset - you consistently set a high bar, lead with energy and ownership, and motivate others to exceed goals through clarity, discipline, and belief - Strong command of pipeline management and forecasting, with the ability to inspect deal quality, maintain CRM rigor, and leverage tools like Salesforce, Gong, Outreach, Slack, and Zoom (or equivalent) to drive predictable outcomes - Clear, confident communicator who can articulate goals, expectations, and feedback to both team members and leadership, including navigating difficult conversations professionally in a remote-first environment - Skilled coach and people developer, able to tailor your approach to individual reps while building core competencies in discovery, qualification, deal strategy, negotiation, and account progression - Detail-oriented and action-focused, with a track record of using sales data to identify trends, surface risk, prioritize the right actions, and follow through - Willingness to travel up to 15% as needed to support the team and business - Proactively incorporate AI tools into day to day work to improve productively and accelerate delivery ### **Interview Overview** Below you'll find an outline of the interview plan for this role. Please note that this is what we expect the process to look like; we may ask you for supplemental information or require an additional step before making a final decision. - 30 min interview with a member of our Talent Team - A 1 hour zoom interview with the hiring manager - Peer interviews with several team members - Final call(s) with executive team member(s) ### **Travel & Team Engagement Expectations** This role requires up to 10% travel for team collaboration, customer engagements, and company events. As part of our commitment to building strong connections across our fully distributed team, attendance at our annual company offsite (typically held in Mexico) is expected. ### **Salary** In the US, the base salary for this role is between $120,000 and $130,000 with target earnings of $250,000. We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. For all other countries, we have competitive pay bands based on market standards. ###### Individual compensation decisions are based on a number of factors, including experience level, skillset, and balancing internal equity relative to peers at the company. We expect the majority of the candidates who are offered roles at our company to fall healthily throughout the range based on these factors. We recognize that the person we hire may be less experienced (or more senior) than this job description as posted. If that ends up being the case, the updated salary range will be communicated with you as a candidate. ## **Why Muck Rack?** **Remote Work, Forever** - Fully distributed team with a permanent remote setup - Home office stipend, phone and internet reimbursement, coworking membership - Virtual and in-person team bonding (lunches, events, competitions) **Transparent & Fair Compensation** - Competitive geo-neutral pay in the U.S. - Annual reviews to ensure equity and market alignment - Standardized bonus or commission structure - 401(k) with employer contributions - Equity opportunities **Health & Wellness** - Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents - 100% premium coverage for individuals on high-deductible plans - 24/7 Virtual Care and Employee Assistance Program - Employer-funded HSA contributions and other pre-tax benefits - Quarterly wellness stipend and free Headspace subscription **Time Off & Family Benefits** - 4+ weeks of PTO, plus paid sick and mental health days - 13 paid holidays with the option to swap for personal days - Up to 16 weeks of fully paid parental leave **Learning and Development** - Transparent pathways for internal mobility and promotion - Bi-annual performance reviews, team workshops, and leadership training - Unlimited access to Coursera and O’Reilly - 2 additional PTO days annually for learning and development **Inclusive, Customer-First Culture** - Commitment to equity and valuing diverse perspectives - Agile, founder-led company focused on collaboration and innovation - Trusted by 3,000+ companies worldwide *Note: Benefits and compensation reflect offerings for U.S.-based employees. Support is provided for employees in other locations, in compliance with local laws and regulations.* While we are a fully distributed team, we do have limitations on where we can hire and maintain a list of acceptable working locations based on job function. If we are unable to hire in your current location for the role for which you applied, you will be notified via email. While we enjoy many benefits as a permanently distributed and remote company, we cannot always support relocation or extended travel and have guidelines in place to ensure compliant work away from your designated permanent residence. #LI-Remote ###### Please note: For detailed information regarding our GDPR and/or CCPA compliance policies, including how we handle personal data and privacy rights, kindly refer to the email correspondence accompanying this application. ###### Muck Rack does not accept unsolicited resumes from search firms or any other third parties. Any unsolicited resume sent to Muck Rack will be considered Muck Rack property, and Muck Rack will not pay a fee should it hire the subject of any unsolicited resume. ###### Muck Rack considers applicants for all positions on the basis of merit, qualifications, and business needs, and without regard to race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, alienage or citizenship status, ancestry, marital status, genetic predisposition or carrier status, veteran status, familial status, status as a victim of domestic violence, or any other status or characteristic protected by applicable federal, state, or local law. ###### Note to applicants/job seekers: We have recently been made aware of scams impersonating Muck Rack’s HR team. Please be cautious of these attempts to elicit banking or other financial or sensitive information. Muck Rack will never request financial information during the interview process, and follow ups for interviews or next steps will always come from an ‘@muckrack.com’ email address. If you are contacted by anyone from a different domain who claims to be from Muck Rack, please forward the communication to [legal@muckrack.com](mailto:legal@muckrack.com).