Muck Rack is hiring an Account Executive, Enterprise

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. By combining media database, monitoring, and reporting into one dynamic platform, we empower teams to collaborate seamlessly, pitch effectively, and analyze results faster and more efficiently. 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 growing quickly, and we’re looking for a confident and driven Account Executive to join our team and introduce new prospects to Muck Rack, win new business, and contribute to our growth. As an Enterprise Account Executive, you will be focused on winning new customers in the Enterprise segment of Muck Rack. You should be excited about 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 building rapport and guiding prospects through a sales process comes naturally to you. What you’ll do: - Serve as the primary point of contact and fully manage an Enterprise territory account list - Achieve sales goals and meet activity quota requirements - Prospect for self-generated opportunities within your book of business for highly qualified and credible pipeline and respond to inbound demo requests - Demo Muck Rack at meetings, on calls and at events - Negotiate contracts and close deals How success will be measured in this role: - Individual revenue goal - Pipeline generation and prospecting activity - Metrics such as ACV, qualified win rate, and cross sell attachment If the details below describe you, you could be a great fit for this role: - At least 5 years of professional experience, with 5-7 years of Account Executive experience in SaaS OR 5+ yrs of PR experience - Experience in a full-cycle sales role, including lead generation, book of business management, pipeline management, and closing opportunities - Experience carrying a quota and exceeding goals, or related experience - Self-motivated and driven by results - Invested in personal development opportunities to drive your growth as a sales professional and industry expert - Natural relationship builder who is personable, patient and dependable; you enjoy working with prospects, and they enjoy working with you - Excellent communication skills, both written and verbal – you are comfortable leveraging email, phone, text, and social media to engage with prospective customers, as well as confident when presenting to large teams and groups - Dedicated to understanding the challenges our customers are facing and identifying solutions that Muck Rack can provide - Familiar with the tools we use, including Google Drive, Salesforce, Slack, LinkedIn Sales Navigator, Gong.io, CPQ system, and Guru willing to invest time in learning our tech stack to enable your own - productivity and resourcefulness - Experience and success leading complex sales cycles - Ability to coordinate with multiple stakeholders during a sales cycle; preparing and managing internal subject matter experts and sales support personnel. - Skilled at attracting and engaging broad prospect decision making committee with particular focus on executive buyers - Experience successfully selling software (platforms) and complimentary (managed) services - Proactively incorporate AI tools into day to day work to improve productively 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 (2 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. Salary In the US, the base salary for this role is $80,000 and $100,000+ with on target earnings of $175,000+. Note that we typically build 1-3 quarters of ramp time with lower goals and thus lower earnings from commissions. 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. Individual compensation decisions are based on a number of factors, including experience level, skillset, and balancing internal equity relative to peers at the company. We expect the majority of the candidates who are offered roles at our company to fall healthily throughout the range based on these factors. We recognize that the person we hire may be less experienced (or more senior) than this job description as posted. If that ends up being the case, the updated salary range will be communicated with you as a candidate.