Senior Sales Manager, Enterprise

What You'll Do

• Manage a team of account executives with responsibility for achieving the team quota
• inspire and energize them with a winning attitude to achieve ambitious sales goals
• Oversee pipeline and forecasting with precision using tools like Salesforce, Gong, Outreach, Slack, and Zoom (or similar tools)
• Outreach, analyze 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

Qualifications

• 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
• Proactively incorporate AI tools into day to day work to improve productivity and accelerate delivery