Account Manager
Drive expansion revenue by identifying and closing cross-sell/upsell opportunities within existing SMB and mid-market customer accounts. Own pipeline, forecasting, and account planning while partnering with Customer Success.
What you’ll do
- Build and close a pipeline of expansion opportunities across existing SMB & MM customers
- Partner with SMB & MM Customer Success Managers to identify whitespace and growth opportunities
- Prospect into the existing customer base through outbound outreach and internal referrals
- Sell across Muck Rack’s product suite (Media Intelligence, Press Release, Social Listening, Gen Pulse, etc.)
- Accurately forecast monthly and quarterly expansion bookings
- Own account and territory planning in partnership with your CSM pod
- Drive pipeline creation, conversion, and deal progression across expansion opportunities
- Collaborate cross-functionally to ensure alignment across sales and customer success
How success will be measured
- Expansion bookings and revenue attainment
- Pipeline creation and health across assigned accounts
- Conversion rates across expansion opportunities
- Forecast accuracy (<5% variance)
- Contribution to overall customer lifetime value
Requirements
- 3-5 years experience in sales or account management roles working specifically with SMB and Mid Market companies
- Proven experience owning a revenue target and closing deals
- Experience managing pipeline and forecasting revenue
- Strong prospecting and outbound sales skills
- Experience selling into existing customer accounts preferred
- Background in SaaS, MarTech, or related industries
- Strong communication and relationship-building skills
- Ability to operate in a fast-paced, distributed environment
- Alignment with Muck Rack’s core values: Customer Devotion, Resilience, Transparency, Ownership
- Proactively incorporate AI tools into day-to-day work to improve productivity and accelerate delivery
Nice-to-haves
- Experience selling PR, media intelligence, or related solutions
Compensation & Benefits
- On-target earnings typically $125,000+ (base salary & variable commission)
- Geo-neutral compensation approach within the US
- 401(k) with employer contributions
- Equity opportunities
- Comprehensive medical, dental, vision, disability, and life insurance (100% premium coverage for individuals on high-deductible plans)
- 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
- Up to 16 weeks of fully paid parental leave
- Home office stipend, phone and internet reimbursement, coworking membership
- Unlimited access to Coursera and O’Reilly
- Bi-annual performance reviews, team workshops, and leadership training
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