Manager, Enterprise Sales Development

As the Manager, Enterprise Sales Development at Muck Rack, your primary responsibilities will include leading a team of 8-10 Sales Development Representatives, coaching them on effective prospecting tactics and sales technologies, analyzing team metrics to maximize efficiency, and collaborating with other teams to optimize SDR processes. You'll also conduct performance evaluations and play a vital role in the recruitment and onboarding of new team members.

To be a great fit for the Manager, Enterprise Sales Development position at Muck Rack, candidates should possess 2-4 years of professional experience in a B2B SaaS environment, with at least 1-2 years in a managerial role. A track record of consistently exceeding sales goals, coupled with a passion for coaching and mentoring, will also set you apart. Familiarity with tools like Salesforce and Outreach is preferred but not mandatory.

Success in the Manager, Enterprise Sales Development role at Muck Rack will be measured by several key performance indicators, including the aggregate number of meetings held by your team, the quality of the sales pipeline, revenue sourced from qualified opportunities, and the retention and development of your Sales Development Representatives. Your leadership will play a pivotal role in achieving these goals.

Muck Rack boasts a vibrant and inclusive company culture, grounded in values of resilience, transparency, and customer devotion. As a fully remote team, we prioritize collaboration through regular virtual and in-person events, ensuring team members feel connected no matter where they are located. Employees have access to numerous resources for personal and professional development, fostering a culture of continuous growth.

As the Manager, Enterprise Sales Development at Muck Rack, you'll enjoy a comprehensive benefits package that includes competitive compensation reflecting your skills and experience, health insurance coverage for you and your family, unlimited professional development opportunities, generous PTO, and a supportive work environment promoting work-life balance. We also offer perks such as home office stipends and a monthly coworking membership.

When answering this question, it's crucial to convey your coaching philosophy. Highlight the importance of personalized approaches, setting clear expectations, and providing constructive feedback. Discuss specific strategies you've implemented in the past, such as regular one-on-one meetings to address individual challenges and celebrate successes, which ultimately lead to significant improvements in team performance.

Prepare to share a specific instance where you exceeded sales targets. Include details about the strategies you employed, any challenges you faced, and how you overcame them. Highlight the impact of collaboration, innovation, and how your leadership contributed to your team's overall success, emphasizing numbers to quantify your achievements whenever possible.

In your response, focus on key metrics such as meetings held, qualified leads generated, pipeline conversion rates, and individual rep performance. Discuss the importance of these metrics in evaluating team effectiveness and how they can guide training and coaching efforts to continuously improve outcomes.

A thoughtful response is critical here. Explain your approach to identifying performance gaps and initiating constructive conversations with underperforming team members. Highlight the importance of creating an improvement plan with clear goals and regular check-ins to monitor progress, showing your commitment to their professional development.

Share an example that showcases your collaboration skills. Explain the departments involved, the purpose of the collaboration, and how it led to successful outcomes. Emphasize your communication techniques and how you navigated different perspectives to ensure alignment for achieving overarching business goals.

Demonstrate your knowledge of Muck Rack's mission and values. Speak about your passion for the public relations industry and how Muck Rack's innovative approach to PR tools aligns with your career aspirations. Show that you're eager to contribute to a company that prioritizes transparency, resilience, and customer trust.

Discuss your familiarity with various sales technologies such as Salesforce, Outreach, and LeadIQ, articulating how you have used these tools to enhance sales processes and improve team productivity in previous roles. Be specific about any initiatives you implemented that led to measurable results.

Your answer should focus on building a supportive atmosphere where challenges are viewed as opportunities for growth. Discuss strategies like regular team meetings, celebrating small wins, and providing mental health resources to keep morale high, demonstrating your commitment to their well-being and success.

Highlight your time management skills by explaining the techniques you use to prioritize tasks effectively. Discuss tools or systems that help you maintain an organized schedule, allowing for flexibility and responsiveness, especially when it comes to coaching and team support.

In your response, stress the importance of industry knowledge for the Manager, Enterprise Sales Development position. Understanding the PR landscape enables you to tailor the sales approach, connect with clients meaningfully, and support your team in effectively conveying Muck Rack's unique value proposition to prospective clients.