What you'll do
- Manage a team of account executives 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, Outreach, Slack, and Zoom (or similar tools)
- Analyze 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 goal attainment
- Team participation rate
- Team ACV
- Team Pipeline Generation and Coverage
- Forecast Accuracy
- Team adherence to Operating Cadence and Sales Processes
- Upward and peer feedback, ensuring alignment with values
Requirements
- 6+ years of sales management experience, including at least 2 years of people management at a B2B SaaS organization
- A track record of leading high-performing teams in B2B sales, especially in Enterprise sales
- SaaS experience in a full cycle or closing role is required. Team selling is acceptable.
- 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
- Proactively incorporate AI tools into day to day work to improve productivity and accelerate delivery
Nice-to-haves
- Up to 10% travel for team collaboration, customer engagements, and company events. Attendance at our annual company offsite (typically held in Mexico) is expected.
Compensation & Benefits
In the US, the base salary for this role is between $120,000 and $130,000 with target earnings of $250,000+. We take a geo-neutral approach to compensation within the US.
Benefits include:
- Home office stipend, phone and internet reimbursement, coworking membership
- 401(k) with employer contributions
- Equity opportunities
- Comprehensive medical, dental, vision, disability, and life insurance
- 100% premium coverage for individuals on high-deductible plans
- 24/7 Virtual Care and Employee Assistance Program
- Employer-funded HSA contributions
- 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
- Unlimited access to Coursera and O’Reilly
- 2 additional PTO days annually for learning and development
Muck RackUnited States
