Senior Sales Manager, Mid-Market - Muck Rack

Muck Rack is the leading SaaS platform for public relations and communications professionals. Our mission is to enable organizations to build trust, tell their stories, and demonstrate the unique value of earned media. By combining media database, monitoring, and reporting into one dynamic platform, we empower teams to collaborate seamlessly, pitch effectively, and analyze results faster.

We’re looking for an adaptable and metrics-driven people leader to train, coach, support, and manage a team of salespeople focused on winning new customers in the Mid-Market segment.

What You'll Do

• Lead and develop a team of 8 Account Executives, owning team quota attainment while coaching, inspiring, and motivating individuals to achieve ambitious sales goals.
• Lead and scale a high-velocity sales team, driving consistent productivity and performance across a high-volume sales motion.
• Elevate deal size and complexity, coaching reps to expand use cases, multi-thread, engage senior stakeholders, and turn Mid-Market opportunities into strategic deals.
• Scale pipeline and revenue, balancing the speed and efficiency of a velocity motion with increasing ACV and sophisticated selling.
• Own pipeline health and forecast accuracy through disciplined weekly inspection, deal narratives, and consistent CRM hygiene using tools like Salesforce, Gong, and Outreach.
• Communicate goals, expectations, and feedback with clarity and consistency, navigating tough conversations professionally and holding the team accountable to KPIs.
• Run a consistent operating rhythm, including weekly 1:1s, pipeline reviews, forecast calls, Gong call coaching, and team syncs.
• Develop and coach the team on discovery quality, qualification rigor, deal strategy, and account progression.
• Hire, onboard, and develop new team members to sustain a high-performing sales team.
• Execute sales strategy in partnership with Sales Leadership, RevOps, and Enablement to improve processes and go-to-market execution.
• Join prospect conversations strategically to coach, inspect deal quality, and influence outcomes.
• Build deep expertise in the PR industry, PR software landscape, and Muck Rack’s value proposition.

How Success Will Be Measured

• 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 deal size growth
• Pipeline coverage and overall health
• Forecast accuracy driven by disciplined pipeline inspection and ICED qualification
• Adherence to operating cadences and sales processes

Candidate Qualifications

• 4+ years of professional experience, including 2+ years of people management and hands-on SaaS sales experience in a closing role.
• Team-first, winning mindset: Ability to set a high bar, lead with energy, and motivate others to exceed goals.
• Pipeline management & forecasting: Deep experience using tools like Salesforce, Gong, Outreach, Slack, and Zoom.
• Clear communicator: Confident articulating goals, expectations, and feedback, including navigating difficult conversations in a remote environment.
• Skilled coach: Proven track record developing sales talent across discovery, qualification, negotiation, and account progression.
• Data-driven: Detail-oriented and action-focused approach to using sales data to identify trends and prioritize actions.
• AI adoption: Proactive approach to incorporating AI tools into day-to-day work to improve productivity.
• Travel: Willingness to travel up to 10–15% as needed for team collaboration, customer engagements, and company offsites.

Interview Overview

1. Talent Team Interview: 30-minute introductory call
2. Hiring Manager Interview: 1-hour Zoom call
3. Skills Assessment: Maximum 1 hour
4. Peer Interviews: Calls with key team members
5. Executive Final Call: Final interview with executive leadership

Compensation & Benefits

• Base Salary: $110,000 – $120,000 (Target OTE: $170,000+)
• Equity: Stock option opportunities
• Remote Perks: Home office stipend, phone and internet reimbursement, coworking membership stipend
• Health & Wellness: Comprehensive medical, dental, vision, 100% premium coverage on high-deductible plans, HSA contribution, wellness stipend, and Headspace subscription
• Time Off: 4+ weeks PTO, 13 paid holidays, paid mental health days, and up to 16 weeks fully paid parental leave
• Growth & Learning: Unlimited Coursera and O’Reilly access, bi-annual reviews, and 2 dedicated L&D days per year
• 401(k): Retirement plan with employer matching