Middle Account Executive, Mid-Market

Title: Account Executive, Mid-Market Location: Remote (United States)

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.