Sales Manager, Mid-Market

Summary

Join Muck Rack, a leading SaaS platform for PR professionals, as a Sales Manager! You will lead and mentor a team of 7 salespeople focused on mid-market customer acquisition. Responsibilities include managing team performance, forecasting, coaching, and hiring. Success will be measured by team ACV, forecast accuracy, and goal attainment. This role requires 4+ years of experience, including 2+ years in people management and 1 year in SaaS sales. Muck Rack offers a competitive salary, remote work, comprehensive benefits, and opportunities for professional development.

Requirements

• 4+ years of professional experience, including at least 2 years of people management experience and 1 year of SaaS sales experience in a closing role
• A winning attitude: consistently hunting for opportunities, tackling challenges head-on, and inspiring the team to exceed goals while maintaining a high-performance standard
• Expertise in pipeline management, forecasting, and proficiency with tools like Salesforce, Gong, Outreach, Slack, and Zoom (or similar tools)
• Strong communication skills to articulate goals, expectations, and feedback to team members and leadership, including leading challenging conversations when necessary in a remote-first environment
• Adaptable and skilled at tailoring approaches to suit individual team member personalities and styles, fostering personalized growth and motivation
• Strong coaching abilities with a passion for developing talent and enhancing reps’ skills in discovery, negotiation, deal progression, and account strategy
• Highly detail-oriented and action-focused with experience analyzing sales data to identify trends, risks, and opportunities
• Willingness to travel up to 15% as needed

Responsibilities

• Manage a team of 7 salespeople with responsibility for achieving the team quota, inspiring and energizing them with a winning attitude to achieve ambitious sales goals
• Oversee pipeline and forecasting with precision using tools like Salesforce, Gong, and Outreach, analyzing sales data to identify trends, mitigate risks, and uncover opportunities for improvement
• Communicate goals, expectations, and feedback clearly and confidently, navigating tough conversations professionally while driving accountability for KPIs
• Lead regular 1:1s, team meetings, key deal reviews, prospecting blitzes, and other collaborative sessions to foster collaboration and team performance
• Develop and coach the team on critical sales skills such as discovery, negotiation, deal strategy, and account progression
• Hire and train new team members to build and sustain a high-performing sales team
• Execute sales strategy, participate in strategy discussions, and contribute to the development of sales policies and enablement materials
• Join prospect conversations to support the team and close business as needed
• Develop deep knowledge of PR software and Muck Rack’s fit within the market
• Own the team’s quota without carrying an individual quota

Benefits

• Remote Work, Forever. We’re a fully distributed team and have pledged to remain that way forever . We offer employees a full home office setup, phone & internet reimbursement, and a monthly coworking membership
• Transparent Compensation. We offer competitive geo-neutral pay in the U.S. and review compensation at least once annually to ensure internal equity and alignment with the external market. Depending on the role, we offer either a standardized bonus program or attainable commission structure and an opportunity to earn equity in the company. All employees are eligible for our 401(k) plan* with employer contributions
• Health & Wellness*. Muck Rack provides comprehensive health, dental, vision, disability and life insurance for employees and their families. We offer a high-deductible health plan with 100% premium coverage for individuals, as well as a range of other plan options. Our team also has access to 24/7 Virtual Care, an Employee Assistance Program, employer-funded HSA contributions, and other pre-tax benefits. Team members have access to a quarterly wellness stipend and a free Headspace subscription
• PTO and Family Benefits. Our team enjoys 4+ weeks of off-the-grid PTO, paid sick/mental health days and 13 paid holidays, which can be exchanged for additional PTO with our "Holiday Swap Program." We also provide up to 16 weeks of fully paid parental leave
• Personal & Professional Development. We grow talent by creating internal pathways for advancement and promotion. Muck Rack conducts bi-annual performance reviews, hosts team-wide workshops, and offers management training and leadership training opportunities. We also provide unlimited subscriptions to L&D platforms including Coursera & O’Reilly, as well as 2 additional days of PTO to dedicate to learning and development