Sales Team Lead (Mid-Market) - Muck Rack

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 AI-powered, comprehensive, and integrated platform streamlines the PR workflow to help businesses generate positive media coverage, monitor mentions to manage brand reputation, and analyze PR’s impact on business outcomes.

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

We’re looking for an adaptable and metrics-driven people leader who will train, coach, support, and manage a team of salespeople focused on winning new customers in the Mid-Market segment of Muck Rack.

You should be excited about leading and developing a team working in a fast-paced remote 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 lead a team, manage process and accountability, are driven to coach and develop talent, are confident and experienced in SaaS sales, and you’re collaborative, dedicated to the team, and committed to growing the business sustainably.

What you’ll do:

• Lead and develop a team of 8 Account Executives, owning team quota attainment while coaching, inspiring, and motivating individuals with a team-first, winning mindset to achieve ambitious sales goals.
• Proven ability to lead and scale a high-velocity sales team, driving consistent productivity and performance across a high-volume sales motion.
• Demonstrated ability to elevate deal size and complexity, coaching reps to expand use cases, multi-thread, engage senior stakeholders, and turn Mid-Market opportunities into larger, more strategic deals.
• Track record of scaling pipeline and revenue while moving a business up-market, balancing the speed and efficiency of a velocity motion with increasing ACV and more sophisticated selling.
• Own pipeline health and forecast accuracy through disciplined weekly inspection, clear deal narratives, and consistent CRM hygiene, leveraging tools like Salesforce, Gong, and Outreach to identify trends, mitigate risk, and surface opportunities.
• Communicate goals, expectations, and feedback with clarity and consistency, navigating tough conversations professionally and holding the team accountable to agreed-upon standards, KPIs, and follow-through.
• Run a consistent operating rhythm including weekly 1:1s, pipeline reviews, forecast calls, Gong call coaching, and team syncs that reinforce accountability, execution, and performance standards. With an aptitude for leveraging data intelligence to inform coaching and running the business.
• Develop and coach the team through weekly, structured coaching and deal inspection, with a focus on discovery quality, qualification rigor, deal strategy, and account progression.
• Hire, onboard, and develop new team members to build and sustain a high-performing, collaborative sales team.
• Execute sales strategy and contribute to its evolution, partnering with Sales Leadership, RevOps, and Enablement to improve processes, policies, and go-to-market execution.
• Join prospect conversations strategically to coach, inspect deal quality, and influence outcomes — not to carry deals personally, but to develop rep capability and deal judgment.
• Build deep expertise in the PR industry, PR software landscape, and Muck Rack’s value proposition, enabling strong coaching, credible deal support, and effective market positioning.

How success will be measured in this role:

• Team quota attainment (quarterly and annual)
• Percentage of AEs achieving at least 80% of individual quota
• Pipeline generation, including AE-booked meetings
• Win rate and funnel conversion efficiency
• Average contract value (ACV) and ability to grow deal size
• Pipeline coverage and overall health to support reliable attainment
• Forecast accuracy driven by disciplined pipeline inspection, ICED qualification, and clear deal narratives
• Adherence to operating cadences and sales processes (1:1s, pipeline reviews, forecasting, CRM hygiene, coaching)
• Upward and peer feedback reflecting leadership alignment, team contribution, and Muck Rack values

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

• 4+ years of professional experience, including 2+ years of people management and hands-on SaaS sales experience in a closing role, with a clear transition from individual contributor to people leader.
• A team-first, winning mindset - you consistently set a high bar, lead with energy and ownership, and motivate others to exceed goals through clarity, discipline, and belief.
• Strong command of pipeline management and forecasting, with the ability to inspect deal quality, maintain CRM rigor, and leverage tools like Salesforce, Gong, Outreach, Slack, and Zoom (or equivalent) to drive predictable outcomes.
• Clear, confident communicator who can articulate goals, expectations, and feedback to both team members and leadership, including navigating difficult conversations professionally in a remote-first environment.
• Skilled coach and people developer, able to tailor your approach to individual reps while building core competencies in discovery, qualification, deal strategy, negotiation, and account progression.
• Detail-oriented and action-focused, with a track record of using sales data to identify trends, surface risk, prioritize the right actions, and follow through.
• Willingness to travel up to 15% as needed to support the team and business.
• Proactively incorporate AI tools into day-to-day work to improve productivity and accelerate delivery.

Interview Overview

Below you’ll find an outline of the interview plan for this 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
• Skills assessment (1 hours max)
• Peer interviews with several team members
• Final call(s) with executive team member(s)

Travel & Team Engagement Expectations

This role requires up to 10% travel for team collaboration, customer engagements, and company events. As part of our commitment to building strong connections across our fully distributed team, attendance at our annual company offsite (typically held in Mexico) is expected.