Sales Manager, Mid-Market

Role Overview

• Lead and develop a team of 5–7 Account Executives, owning team quota attainment while coaching, inspiring, and motivating individuals with a team-first, winning mindset to achieve ambitious sales goals
• 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

Requirements

• 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

Benefits

• Home office stipend
• Phone and internet reimbursement
• Coworking membership
• Virtual and in-person team bonding (lunches, events, competitions)
• 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
• 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
• 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
• 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
• Commitment to equity and valuing diverse perspectives
• Agile, founder-led company focused on collaboration and innovation
• Trusted by 3,000+ companies worldwide