Senior Manager, Mid-Market Sales

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