Account Executive, Mid-Market

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete sales cycle for new mid-market clients, encompassing outbound prospecting, qualification, discovery, demonstrations, negotiation, and closing.

• Develop and sustain a robust pipeline through self-initiated outbound prospecting, targeted account strategies, and teamwork with SDR partners.

• Conduct consultative discovery discussions to grasp customer challenges, business goals, current workflows, and buying criteria.

• Provide customized demonstrations of Muck Rack’s media intelligence, monitoring, measurement, and AI-enhanced platform features.

• Navigate complex multi-stakeholder buying processes involving PR, Communications, Marketing, and executive leadership.

• Create business cases, oversee competitive assessments, address objections, and negotiate contracts.

• Ensure precise pipeline management, forecasting, and opportunity documentation within Salesforce.

• Consistently meet or surpass individual revenue targets while ensuring a strong pipeline coverage.

• Utilize AI, automation, and contemporary sales technology to enhance prospecting efficiency, account research, and sales execution.

• Collaborate with Sales Development, Marketing, Solutions, and other internal teams.

• Acquire expertise in the PR, communications, and media intelligence sectors.

• Participate in the annual company offsite, usually held in Mexico.

⛳️ Requirements

• 4–5+ years of experience as a quota-carrying Account Executive in B2B SaaS, showcasing ownership of new business acquisition and closing.

• A proven history of consistently achieving or exceeding revenue quotas, backed by measurable performance outcomes.

• Experience in selling complex, consultative SaaS solutions to mid-market clients.

• Proficient in generating your own pipeline through outbound prospecting, including cold calling, personalized email outreach, social selling, and strategic account development.

• Experience in independently managing the complete sales cycle, from initial prospecting to contract execution.

• A track record of continuous contributions and professional advancement.

• Strong skills in discovery and presentation, with the capacity to convey technical or sophisticated product capabilities in straightforward business terms.

• Experience engaging with Directors, VPs, C-suite executives, and other decision-makers.

• Strong discipline in pipeline management, territory planning, and forecasting.

• Ability to handle multiple opportunities and competing priorities in a fast-paced sales environment.

• Familiarity with Salesforce and modern sales engagement/prospecting tools.

• Interest in leveraging AI and automation to boost sales productivity and execution.

• Direct experience in the PR industry is not necessary; however, experience in media intelligence, media monitoring, PR technology, communications software, marketing technology, digital analytics, brand intelligence, business intelligence, data analytics, research platforms, customer engagement, social listening, reputation management, enterprise workflow, productivity, or complex B2B software is especially relevant.

• Experience selling to Marketing, Communications, PR, or similarly cross-functional business teams is advantageous.

• Willingness to travel up to 10% for team collaboration, customer engagements, and company events.

• Applicants must reside in a suitable U.S. working location supported by Muck Rack.

🏝️ Benefits

• Fully distributed team operating with a permanent remote setup.

• Home office stipend offered.

• Reimbursement for phone and internet expenses.

• Membership for coworking spaces.

• Opportunities for virtual and in-person team bonding activities (lunches, events, competitions).

• Competitive geo-neutral compensation within the U.S.

• Annual reviews to ensure fairness and alignment with the market.

• Standardized bonus or commission structure available.

• 401(k) plan with employer contributions.

• Opportunities for equity participation.

• Comprehensive medical, dental, vision, disability, and life insurance for employees and their dependents.

• 100% premium coverage for individuals enrolled in high-deductible plans.

• 24/7 access to Virtual Care and Employee Assistance Program.

• Employer-funded HSA contributions and various other pre-tax benefits.

• Quarterly wellness stipend along with a free Headspace subscription.

• Over 4 weeks of paid time off (PTO), in addition to 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.

• Clear pathways for internal mobility and career advancement.

• Bi-annual performance reviews, team workshops, and leadership training opportunities.

• Unlimited access to Coursera and O’Reilly learning platforms.

• 2 additional PTO days each year dedicated to learning and professional development.

• Commitment to equity and appreciation for diverse perspectives.

• Agile, founder-led company emphasizing collaboration and innovation.