Account Executive, Mid-Market

Responsibilities

• 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

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