Account Executive, Mid-Market
Muck Rack · United States · remote
Muck Rack is trusted by thousands of organizations around the world to understand how their brands show up across news, social media and AI-generated answers.
Our AI-powered platform connects the entire PR workflow in one place, helping communications teams manage media relationships, understand the conversations shaping their brands, take action and measure their impact. Combined with analyst-led Media Intelligence and advisory services, Muck Rack turns signals into insights and insights into action.
Founder-controlled and growing profitably and sustainably, we have the freedom to build forward-thinking products, put our customers first, and offer an inclusive culture that welcomes diverse perspectives.
We're growing quickly, and we're looking for an experienced, results-driven Mid-Market Account Executive to help expand Muck Rack's customer base.
In this role, you'll own the full sales cycle, from identifying and prospecting into new accounts to leading discovery, delivering compelling product demonstrations, navigating complex buying processes, and closing new business.
We're looking for a proven SaaS seller who has consistently exceeded revenue goals, built their own pipeline, and demonstrated success selling sophisticated software solutions to mid-market organizations.
Our ideal candidate brings a track record of sustained performance, meaningful career progression, and experience in a consultative sales environment where understanding customer challenges, engaging multiple stakeholders, and communicating measurable business value are essential to winning deals.
What you'll do
- Own the full sales cycle for net-new mid-market customers, from outbound prospecting and qualification through discovery, demonstrations, negotiation, and close
- Build and maintain a healthy pipeline through consistent self-sourced outbound prospecting, strategic account targeting, and collaboration with SDR partners
- Lead consultative discovery conversations to understand customer challenges, business objectives, existing workflows, and buying criteria
- Deliver tailored demonstrations of Muck Rack's platform, connecting its media intelligence, monitoring, measurement, and AI-powered capabilities to customer needs
- Navigate multi-stakeholder buying processes, engaging decision-makers across PR, Communications, Marketing, and executive leadership
- Develop business cases, manage competitive evaluations, overcome objections, and negotiate contracts to win new business
- Maintain accurate pipeline management, forecasting, and opportunity documentation in Salesforce
- Consistently achieve or exceed individual revenue targets while maintaining strong pipeline coverage
- Leverage AI, automation, and modern sales technology to improve prospecting efficiency, account research, and sales execution
- Collaborate with Sales Development, Marketing, Solutions, and other internal teams to support a strong customer buying experience
- Develop expertise in the evolving PR, communications, and media intelligence landscape
How success will be measured
- Consistent achievement of individual revenue quota
- Net-new customer acquisition and closed-won revenue
- Self-generated pipeline and qualified opportunity creation
- Pipeline health, coverage, and forecast accuracy
- Ability to advance and close complex, multi-stakeholder opportunities
- Effective territory planning, prospecting, and sales execution
What we're looking for
- 4–5+ years of quota-carrying Account Executive experience in B2B SaaS, with demonstrated ownership of new-business acquisition and closing
- A proven track record of consistently meeting or exceeding revenue quotas, supported by measurable performance results
- Experience selling complex, consultative SaaS solutions to mid-market customers, ideally involving multiple stakeholders, tailored demonstrations, and business-value discussions
- Demonstrated success generating your own pipeline through outbound prospecting, including cold calling, personalized email outreach, social selling, and strategic account development
- Experience independently managing the full sales cycle, from initial prospecting through contract execution
- A track record of sustained contributions and professional growth, including increasing responsibility, larger deal sizes, more complex accounts, or advancement into higher sales segments
- Strong discovery and presentation skills, with the ability to communicate technical or sophisticated product capabilities in clear business terms
- Experience engaging Directors, VPs, C-suite executives, and other decision-makers throughout the buying process
- Strong pipeline management, territory planning, and forecasting discipline
- Ability to manage multiple opportunities and competing priorities in a fast-paced sales environment
- Experience using Salesforce and modern sales engagement/prospecting tools
- An interest in using AI and automation to improve sales productivity and execution
Particularly relevant experience
While direct PR industry experience is not required, we're especially interested in candidates who have sold sophisticated SaaS solutions in areas such as:
- Media intelligence, media monitoring, PR technology, or communications software
- Marketing technology, digital analytics, and brand intelligence
- Business intelligence, data analytics, and research platforms
- Customer engagement, social listening, and reputation management
- Enterprise workflow, productivity, and other complex B2B software platforms
Experience selling into Marketing, Communications, PR, or similarly cross-functional business teams is a plus.
Interview Overview
Our anticipated interview process includes:
- 30-minute recruiter screen with our Talent Team
- 60-minute interview with the hiring manager
- Peer interviews with members of our sales organization
- Executive interview
- 30-minute cross-functional Bar-Raiser interview
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 $65,000–$70,000, with on-target earnings of $145,000+.
We typically build 1–3 quarters of ramp time with lower goals and corresponding lower commission earnings. We take a geo-neutral approach to compensation within the US, meaning we pay based on job function and level rather than 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.Why Muck Rack?
Remote Work, Forever
- Fully distributed team with a permanent remote setup
- Home office stipend, phone and internet reimbursement, coworking membership
- Virtual and in-person team bonding (lunches, events, competitions)
Transparent & Fair Compensation
- Competitive geo-neutral pay in the U.S.
- Annual reviews to ensure equity and market alignment
- Standardized bonus or commission structure
- 401(k) with employer contributions
- Equity opportunities
Health & Wellness
- Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents
- 100% premium coverage for individuals on high-deductible plans
- 24/7 Virtual Care and Employee Assistance Program
- Employer-funded HSA contr