Account Executive - Enterprise

We're growing quickly and looking for a confident, driven Enterprise Account Executive with experience selling media intelligence, media monitoring, social listening, communications technology, or other complex enterprise SaaS solutions. In this role, you'll be responsible for winning new enterprise customers, generating pipeline, and driving revenue growth across a territory of strategic accounts.

As an Enterprise Account Executive, you'll partner with communications, PR, corporate affairs, and marketing leaders to help them modernize how they monitor, measure, and understand their media impact. We're looking for someone who thrives in a fast-paced environment, excels at navigating complex enterprise sales cycles, and has a proven track record of building executive relationships, managing multiple stakeholders, and closing high-value SaaS opportunities. If you enjoy uncovering business challenges, delivering consultative solutions, and competing to win new business, you'll be a great fit for this role. You'll join a tenured team of enterprise sellers who share what works, coach each other, and expect every new teammate to raise the bar.

What you'll do:

• Serve as the primary point of contact and fully manage an Enterprise territory account list
• Achieve sales goals and maintain the activity needed to build a healthy pipeline
• Prospect for self-generated opportunities within your book of business to build highly qualified and credible pipeline, and respond to inbound demo requests
• Lead tailored Muck Rack product demonstrations at meetings, on calls, and at events, connecting platform capabilities to customer challenges and business outcomes
• Navigate complex enterprise sales cycles, engaging multiple stakeholders and executive decision-makers throughout the buying process
• Negotiate contracts and close new enterprise business
• Forecast your pipeline accurately and own your number in weekly reviews
• Partner with Onboarding, Success, and the CAE team for a clean handoff after close
• Share what's working with the team and learn from what's working for others

How success will be measured in this role:

• Individual revenue goal and new enterprise customer acquisition
• Pipeline generation and prospecting activity
• Metrics such as ACV, qualified win rate, and cross-sell attachment
• Forecast accuracy

If the details below describe you, you could be a great fit for this role:

• 5+ years of quota-carrying Account Executive experience in SaaS, with at least 2–3 years closing new enterprise logos. Experience selling media intelligence, media monitoring, social listening, communications technology, reputation management, or related insights platforms is a strong plus
• Demonstrated success selling either comparable media intelligence/communications technology platforms or complex enterprise SaaS solutions involving multiple stakeholders, longer sales cycles, and executive-level decision-makers
• Experience in a full-cycle sales role, including prospecting, pipeline generation, territory management, opportunity management, and closing new business
• Consistent track record of meeting or exceeding quota in a SaaS sales environment, with demonstrated success closing new business and managing high-value opportunities
• Self-motivated, competitive, and driven by results
• Invested in continuous professional development and growth as a sales professional and industry expert
• Natural relationship builder who is personable, patient, dependable, and skilled at establishing trust with prospective customers
• Excellent written and verbal communication skills, with strong executive presence and the ability to lead confident, consultative conversations and presentations
• Dedicated to understanding customer challenges and aligning solutions to measurable business outcomes
• Proven ability to build pipeline from scratch and win new logos against established competitors
• Experience leading complex, multi-stakeholder sales cycles, including executive discovery, tailored product demonstrations, competitive evaluations, procurement, negotiation, and close
• Accurate forecaster who can explain why a deal is real and what will move it forward
• Ability to coordinate internal resources, including subject matter experts, product specialists, and sales support personnel throughout the sales process
• Experience successfully selling subscription-based software platforms and associated services
• Ability to quickly learn new industries, understand different buyer personas, and translate complex technology into compelling business value
• Familiarity with tools such as Salesforce, LinkedIn Sales Navigator, Gong, CPQ systems, Slack, and Google Workspace, with a willingness to quickly learn new technologies
• Proactively incorporate AI tools into day-to-day work to improve productivity and accelerate delivery
• Coachable, curious, and generous with teammates. You make the people around you better

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
• Peer interviews with several team members
• 30-minute executive interview
• 30-minute Bar Raiser

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 ranges from $99,000 and $110,000+ with on target earnings of $200,000+. 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.