Sales Manager, SMB

Muck Rack is the leading SaaS platform for public relations and communications professionals. Our mission is to enable organizations to build trust, tell their stories and demonstrate the unique value of earned media. Muck Rack’s Public Relations Management (PRM) platform enables PR teams to work together to find the right journalists for their stories, send customized pitches, build meaningful relationships with the media, monitor news, and quantify their impact.

Founder controlled, fully distributed, and growing sustainably, Muck Rack has received several awards for its unparalleled culture and product from organizations like Inc., G2, and BuiltIn. We value resilience, transparency, ownership, & customer devotion and infuse these values into everything we do.

We’re growing quickly, and we’re looking for an inspiring, empathetic, driven Sales Manager to join our team and make a big impact leading a team of passionate salespeople. 

As a Sales Manager, you will train, coach, support and manage a team of salespeople focused on winning new customers in the SMB 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 confident and experienced in SaaS sales, and you’re collaborative, dedicated to the team, and committed to growing the business sustainably.

You will work closely with senior sales leadership, and the sales development and account management teams.

What you’ll do:

• Manage a team of 7-9 salespeople to achieve sales goals and activity requirements
• Hold ongoing, recurring one-on-ones with direct reports
• Lead and program sales meetings 
• Own performance management, including feedback and coaching 
• Hire and train new team members
• Execute sales strategy and participate in strategy discussions
• Engage in sales team policy development 
• Aid in development of sales enablement materials 
• Join prospect conversations to support your team and help close business as necessary 
• Become an industry expert in PR software and Muck Rack’s fit 

How success will be measured in this role:

• Team goal attainment (ARR)
• Team retention
• Hiring metrics
• Team feedback & engagement 

If the details below describe you, you could be a great fit for this role:

• 4+ years of professional experience, with at least 3 years of SaaS sales experience in a closing role OR at least 1 year of SaaS closing experience and 2 years of people management experience. 
• Excellent communication skills, both written and verbal - you’re equally comfortable sending messages via Slack, jumping on a Zoom to strategize with a team member, and leading meetings and presenting to your team or the whole company
• You have a strong desire to manage people and lead a team and you’re confident this is the right next step for you
• You have experience carrying a quota, demoing software, negotiating contracts, and closing deals
• You have experience using a CRM (ideally HubSpot or Salesforce)
• You enjoy working with junior teammates and have direct experience managing junior colleagues or have participated in some sort of mentorship program
• Exposure to a performance management framework that includes one-on-ones, continuous feedback, and regular reviews is helpful
• Experience in hiring and interviewing is also a plus
• Exposure to PR or having worked in PR is a bonus

Interview Overview

Below you'll find an outline of the interview plan for our Sales Manager, SMB 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 
• Submit a 30/60/90 day plan to our VP of Sales
• Four, 30 min interviews with several members of our team

Salary

The base salary for this role is $90,000 with an OTE of $150,000+, depending on skills and experience. 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.

Why Muck Rack?

Remote Work, Forever. We’re a fully distributed team and have pledged to remain that way forever. We offer employees a full home office setup, phone & internet reimbursement, and a monthly coworking membership. We build culture through virtual and in-person team bonding opportunities including team lunches, friendly competitions, and celebratory events!

Transparent Compensation. We offer competitive geo-neutral pay in the U.S. and review compensation at least once annually to ensure internal equity and alignment with the external market. Depending on the role, we offer either a standardized bonus program or attainable commission structure and an opportunity to earn equity in the company. All employees are eligible for our 401(k) plan* with employer contributions.

Health & Wellness*. Muck Rack provides comprehensive health, dental, vision, and disability insurance for employees and their families. We offer two plans with 100% premium coverage for individuals and 85% premium coverage for dependents, as well as a range of other plans. Our team also has access to OneMedical, 24/7 Virtual Care, an Employee Assistance Program, as well as FSA and HSA options. Team members have access to a quarterly wellness stipend and a free Headspace subscription.

PTO and Family Benefits. Our team enjoys 4+ weeks of off-the-grid PTO, plus paid sick/mental health days, summer Fridays, and 13 paid holidays. In order to combat Zoom fatigue and allow for deep work without interruption, we have implemented “No Internal Meeting Fridays” year round. We also provide up to 16 weeks of fully paid parental leave.

Personal & Professional Development. We grow talent by creating internal pathways for advancement and promotion. Muck Rack conducts bi-annual performance reviews, hosts team-wide workshops, and offers management training and leadership training opportunities. We also provide unlimited subscriptions to L&D platforms including Coursera & O’Reilly, as well as 2 additional days of PTO to dedicate to learning and development.

Culture of Inclusion. We know that diverse perspectives breed innovation and help us better serve our customers. We are committed to ensuring employees feel their identities are valued and that people of all backgrounds and points of view are treated equitably.

Customer-First. Founder-controlled means we have the freedom to be nimble, highly collaborative and innovative, building forward-thinking products that enable 3,000+ companies around the world to build trust, tell their stories and demonstrate the unique value of earned media.

*These benefits are specific to US-based employees. In some, but not all, cases we are able to offer equivalent benefits to employees located outside of the United States.

If you're excited about an opportunity at Muck Rack but your experience doesn't align perfectly with the requirements of the role outlined here, please don't let it stop you from applying. We're committed to building a diverse and inclusive workplace, and we want to hear from you. You may be a great fit for this role or another position on our team. We deliberately encourage individuals from all backgrounds, including race, gender identity, sexual orientation, and disability status to apply for positions. We are an equal opportunity employer and we're committed to a fair and consistent interview process and candidate experience.

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