Senior Sales Manager, Enterprise

Company: Muck Rack
Location: New York
Posted on: February 1, 2025

Job Description:

We're looking for an adaptable and metrics-driven Senior Sales Manager who will train, coach, support and manage a team of salespeople focused on winning new customers in the Enterprise 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 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:

• 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, and Outreach, analyzing 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.If the details below describe you, you could be a great fit for this role:
    • 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.
    • Willingness to travel up to 15% as needed.Interview OverviewBelow 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).SalaryIn the US, the base salary for this role is between $120,000 and $130,000 with target earnings of $190,000+. 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.
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Keywords: Muck Rack, East Orange , Senior Sales Manager, Enterprise, Sales , New York, New Jersey