[Hiring] Senior Sales Manager @Muck Rack

Role Description

Muck Rack is 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.
• 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.

Qualifications

• 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 productivity and accelerate delivery.

Interview Overview

• 30 min interview with a member of our Talent Team.
• A 1 hour zoom interview with the hiring manager.
• Skills assessment (1 hour max).
• 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.
• Attendance at our annual company offsite (typically held in Mexico) is expected.

Salary

In the US, the base salary for this role is between $110,000 and $120,000 with target earnings of $170,000+. We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location.

Benefits

• 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.