What are the responsibilities and job description for the Sales Manager, Mid-Market position at Muck Rack?
We’re looking for an adaptable and metrics-driven Sales Manager 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 managing a team working in a fast-paced 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 manage a team, 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:
- 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
How success will be measured in this role:
- Team ACV
- Forecast accuracy
- Team goal attainment
- Team participation rate
- Team pipeline generation and coverage
- Upward and peer feedback, ensuring alignment with values
- Team adherence to operating cadence and sales processes
If the details below describe you, you could be a great fit for this role:
- 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
Interview Overview
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)
Salary
In the US, the base salary for this role is between $95,000 and $105,000 with target earnings of $155,000 . We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. For all other countries, we have competitive pay bands based on market standards.
Salary : $95,000 - $105,000
