Senior Sales Manager, Mid-Market

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

📋 Description

• Lead and cultivate a team of 8 Account Executives.

• Take ownership of the team’s quota achievement while coaching, inspiring, and motivating team members.

• Manage and expand a high-velocity sales team.

• Enhance deal size and complexity by guiding representatives to broaden use cases, engage multiple stakeholders, connect with senior leaders, and pursue strategic opportunities.

• Increase pipeline and revenue while transitioning the business to an up-market focus.

• Maintain pipeline health and forecast accuracy through weekly assessments, deal narratives, and CRM maintenance.

• Utilize Salesforce, Gong, and Outreach to identify trends, alleviate risks, and uncover opportunities.

• Clearly communicate goals, expectations, and feedback, holding the team accountable to KPIs.

• Conduct weekly one-on-ones, pipeline reviews, forecast discussions, Gong call coaching, and team meetings.

• Implement structured coaching and deal analysis emphasizing discovery, qualification, deal strategy, and account advancement.

• Recruit, onboard, and nurture new team members.

• Develop and refine sales strategy in collaboration with Sales Leadership, RevOps, and Enablement.

• Participate in prospect discussions strategically to coach, assess deal quality, and influence results.

• Build knowledge in the PR industry, PR software ecosystem, and Muck Rack’s value proposition.

• Achieve success metrics including quota achievement, pipeline generation, win rate, annual contract value (ACV), pipeline coverage, forecast accuracy, process adherence, and leadership feedback.

⛳️ Requirements

• A minimum of 4 years of professional experience.

• At least 2 years of experience in people management.

• Direct SaaS sales experience in a closing position.

• Proven transition from an individual contributor to a leadership role.

• Strong proficiency in pipeline management and forecasting.

• Familiarity with Salesforce, Gong, Outreach, Slack, and Zoom or similar tools.

• Capability to drive consistent sales outcomes through CRM discipline and data analysis.

• Ability to articulate goals, expectations, and feedback clearly and confidently.

• Proficiency in navigating challenging conversations professionally in a remote-first setting.

• Skills in coaching and developing people across discovery, qualification, deal strategy, negotiation, and account progression.

• A proven track record of utilizing sales data to spot trends, identify risks, prioritize actions, and follow through effectively.

• Willingness to travel up to 15% as required.

• Openness to integrating AI tools into daily operations.

• A team-oriented, winning attitude; ownership, energy, discipline, and accountability.

🏝️ Benefits

• Fully remote team with a permanent work-from-home arrangement.

• Stipend for home office setup.

• Reimbursement for phone and internet expenses.

• Coworking space membership.

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

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

• Annual performance reviews to ensure fairness and market alignment.

• Standardized bonus or commission framework.

• 401(k) plan with employer contributions.

• Equity options available.

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

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

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

• Employer-funded HSA contributions and additional pre-tax benefits.

• Quarterly wellness stipend and complimentary Headspace subscription.

• More than 4 weeks of paid time off (PTO), along with paid sick and mental health days.

• 13 paid holidays with the flexibility to swap for personal days.

• Up to 16 weeks of fully paid parental leave.

• Clear pathways for internal mobility and advancement.

• Bi-annual performance evaluations, team workshops, and leadership training sessions.

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

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

• Commitment to equity and appreciation of diverse perspectives.

• An agile, founder-led company focused on collaboration and innovation.