Senior Manager of Mid-Market Sales, Muck Rack
$250k
OTE
$120-130k
BASE
More information about location
Public relations software
Open for applications
Public relations software
201-500 employees
Open for applications
$250k
OTE
$120-130k
BASE
More information about location
201-500 employees
Company mission
To transform the way companies engage with the media.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Application process
- 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
- Skills assessment (1 hours max)
- Peer interviews with several team members
- Final call(s) with executive team member(s)
Our take
Muck Rack was founded in 2009 as a platform for businesses to connect with journalists. Tens of thousands of journalists have profiles on Muck Rack that are available for companies such as Google, Pfizer, and Duolingo to browse and employ writers from.
The nature of journalism has evolved since Muck Rack’s founding, with social media and digital outlets taking away market share from printed publications. As the landscape changes, Muck Rack has expanded its services to include a Public Relations Management platform.
It’s moves like this, as well as their shift to a distributed business model, that have sparked renewed investor confidence in Muck Rack. Though the company has been bootstrapped since its founding, Muck Rack received its first outside funding of $180 million in 2022, underscoring the importance investors place on their platform.
With this substantial funding, the future is bright for Muck Rack, as it continues to roll out updates and new features to its platform. Digital content can go viral in a matter of hours, and the creators are not always journalists, meaning Muck Rack must remain agile and quick to respond.
Steph
Company Specialist at Welcome to the Jungle
Insights
31% employee growth in 12 months
Company
Company benefits
- Fully distributed - Much Rack are committed to a permanent, fully remote environment, core to the way they do business.
- Geo-neutral compensation - Much Rack believe in equitable pay regardless of where you live.
- Time off - 4+ weeks off-the-grid vacation, sick and mental health days, and company holidays.
- Insurance - Health, vision, and dental coverage paid at 100% for individuals
- Retirement planning - MUck Rack contribute 3% of your annual salary to your 401k automatically.
- Paid parental leave - 8 weeks fully paid bonding for all parents + up to 8 weeks fully paid recovery from childbirth.
- Full WFH set up - Including monthly phone/internet reimbursement and coworking stipend.
- Learning & development - Take advantage of unlimited access to learning platforms and regular training opportunities.
- No meeting Fridays - Take control of your calendar, and make time for reflection and deep-focus tasks
Company HQ
Brickell, Miami, FL
Leadership
Gregory Galant
(CEO & Co-Founder)Currently CEO & Co-Founder of the Shorty Awards for social media. Previously CEO of RadioTail and Chairman of Halenet.
Lee Semel
(CTO & Co-Founder)Currently Co-Founder and Producer at the Shorty Awards. Previously Founder and CTO of Innofinity.
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