• Build and manage a growing pipeline of state and local customers located in the Central and Eastern time zones. • Lead sales strategy and execution for public sector accounts, including State Forestry departments, emergency management agencies, departments of natural resources, and public safety organizations • Lead the full sales cycle: from outbound prospecting and multi-stakeholder engagement through contracting and onboarding • Work closely with our internal Government Affairs team and state lobbyists to navigate legislative and procurement pathways that support broader adoption • Negotiate pricing, operational, and legal terms as part of multifaceted sales processes • Drive strategic expansions within key accounts and identify regional go-to-market opportunities • Represent Pano at public sector events, including wildfire summits, emergency management conferences, and state or regional planning forums • Collaborate cross-functionally with Product, Engineering, Marketing, Finance, and Customer Success

Muck Rack is the leading SaaS platform for public relations and communications professionals. Our mission is to enable organizations to build trust, tell their stories, and demonstrate the unique value of earned media. Muck Rack’s AI-powered, comprehensive, and integrated platform streamlines the PR workflow to help businesses generate positive media coverage, monitor mentions to manage brand reputation, and analyze PR’s impact on business outcomes. By combining media database, monitoring, and reporting into one dynamic platform, we empower teams to collaborate seamlessly, pitch effectively, and analyze results faster and more efficiently. Founder-controlled, fully distributed, and growing sustainably, Muck Rack has received several awards for its unparalleled culture and product from organizations like Inc., Quartz, G2, and BuiltIn. We value resilience, transparency, ownership, and customer devotion, and infuse these values into everything we do. We’re looking for a strategic, consultative, and results-driven Strategic Account Executive, Media Intelligence to join our team and help us accelerate growth in one of our most important expansion areas. As our Strategic Account Executive, Media Intelligence, your mission will be to drive enterprise revenue for our media intelligence solutions while helping shape how Muck Rack positions and sells this offering post-acquisition. This is a great opportunity for someone who is excited about bringing deep industry expertise into a high-impact role, influencing go-to-market strategy, and partnering cross-functionally to help build a growing business from the ground up. What you’ll do: - Build and close a pipeline of large enterprise software and media intelligence opportunities, driving net-new revenue - Lead complex sales cycles from discovery through close with PR, communications, and insights buyers - Position Muck Rack’s media intelligence solutions with credibility, clarity, and strong business value - Act as a subject matter expert for media intelligence across the sales organization - Partner with Product, Marketing, and Sales leadership to refine messaging, pricing, and packaging - Collaborate with Customer Success and the Media Intelligence team to support account transitions, expansion, and retention How success will be measured in this role: - Confidence to help shape and define a brand-new role, contributing ideas on how the function should evolve and succeed - Achievement of revenue and quota targets tied to media intelligence solutions - Healthy pipeline generation and conversion in target accounts - Strong win rate and sales cycle efficiency - Expansion and retention outcomes for inherited or acquired accounts - Positive influence on broader AE enablement and deal support If the details below describe you, you could be a great fit for this role: - 8–10+ years of quota-carrying sales experience, including significant experience selling media intelligence solutions - Track record of success in enterprise sales environments with complex, consultative deal cycles, including managing both net-new business and expansion opportunities within existing accounts. - Strong executive communication and relationship-building skills - Experience selling to PR, communications, or insights stakeholders - Proficiency with CRM tools such as Salesforce - Ability to work cross-functionally and influence GTM strategy in a growing business - Comfortable operating in ambiguity and helping build process where needed Interview Overview Here’s what you can expect from our process. We’ll keep you informed at every step and let you know if anything changes along the way. - Intro call with a member of our Talent Team - A video interview with the Hiring Manager - Peer interviews - Final call with executive team member(s) Salary In the US, the on-target earnings for this role are between $260,000 – $300,000+, depending on skills and experience. Total compensation for this role consists of base salary & variable commission. 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. Why Muck Rack? Remote Work, Forever - Fully distributed team with a permanent remote setup - Home office stipend, phone and internet reimbursement, coworking membership - Virtual and in-person team bonding (lunches, events, competitions) Transparent & Fair Compensation - Competitive geo-neutral pay in the U.S. - Annual reviews to ensure equity and market alignment - Standardized bonus or commission structure - 401(k) with employer contributions - Equity opportunities Health & Wellness - Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents - 100% premium coverage for individuals on high-deductible plans - 24/7 Virtual Care and Employee Assistance Program - Employer-funded HSA contributions and other pre-tax benefits - Quarterly wellness stipend and free Headspace subscription Time Off & Family Benefits - 4+ weeks of PTO, plus paid sick and mental health days - 13 paid holidays with the option to swap for personal days - Up to 16 weeks of fully paid parental leave Learning and Development - Transparent pathways for internal mobility and promotion - Bi-annual performance reviews, team workshops, and leadership training - Unlimited access to Coursera and O’Reilly - 2 additional PTO days annually for learning and development Inclusive, Customer-First Culture - Commitment to equity and valuing diverse perspectives - Agile, founder-led company focused on collaboration and innovation - Trusted by 3,000+ companies worldwide Note: Benefits and compensation reflect offerings for U.S.-based employees. Support is provided for employees in other locations, in compliance with local laws and regulations. While we are a fully distributed team, we do have limitations on where we can hire and maintain a list of acceptable working locations based on job function. If we are unable to hire in your current location for the role for which you applied, you will be notified via email. While we enjoy many benefits as a permanently distributed and remote company, we cannot always support relocation or extended travel and have guidelines in place to ensure compliant work away from your designated permanent residence. #LI-Remote Please note: For detailed information regarding our GDPR and/or CCPA compliance policies, including how we handle personal data and privacy rights, kindly refer to the email correspondence accompanying this application. Muck Rack does not accept unsolicited resumes from search firms or any other third parties. Any unsolicited resume sent to Muck Rack will be considered Muck Rack property, and Muck Rack will not pay a fee should it hire the subject of any unsolicited resume. Muck Rack considers applicants for all positions on the basis of merit, qualifications, and business needs, and without regard to race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, alienage or citizenship status, ancestry, marital status, genetic predisposition or carrier status, veteran status, familial status, status as a victim of domestic violence, or any other status or characteristic protected by applicable federal, state, or local law. Note to applicants/job seekers: We have recently been made aware of scams impersonating Muck Rack’s HR team. Please be cautious of these attempts to elicit banking or other financial or sensitive information. Muck Rack will never request financial information during the interview process, and follow ups for interviews or next steps will always come from an ‘@muckrack.com’ email address. If you are contacted by anyone from a different domain who claims to be from Muck Rack, please forward the communication to legal@muckrack.com.

The Opportunity We're looking for an Account Executive to join our growing GTM team. This role is built for a driven seller who wants to own a full sales cycle at the intersection of cybersecurity, compliance, and SaaS. You'll become a trusted advisor to prospects — helping them understand and solve their compliance challenges, not just closing deals. You'll own the full sales cycle within our Early Stage Segment (0–50 FTE companies), developing deep expertise in security and compliance frameworks along the way. Our deals typically involve $30k ACVs, with an average sales cycle of less than 30 days, and is 100% inbound pipeline. This isn't about cold-calling scripts — it's about becoming a technical expert who can guide customers through complex buying decisions in a fast-moving startup environment. What You'll Do - Own the Full Sales Cycle: Manage deals independently from discovery through close, with support from senior team members as needed - Develop Technical Expertise: Build deep knowledge in SOC 2, ISO 27001, GDPR, and other compliance frameworks to have meaningful, consultative conversations with prospects - Engage Key Stakeholders: Build relationships with security leaders, compliance teams, and technical buyers at growing SaaS companies - Build and Qualify Pipeline: Identify high-potential prospects, understand their compliance challenges, and drive urgency around solving them - Collaborate and Improve: Contribute to refining our sales playbooks, messaging, and qualification criteria based on what you're learning in the field Who You Are - 5+ years of experience in a closing or sales role, ideally in SaaS - Background in cybersecurity, GRC, risk, or compliance software is a strong plus — familiarity with frameworks like SOC 2, ISO 27001, or CMMC will set you apart - Strong communicator who can break down complex topics into simple, clear explanations for technical and non-technical buyers alike - Naturally curious with excellent discovery skills and the ability to uncover real business pain points - Self-starter who thrives in fast-paced environments and takes initiative without constant direction - Detail-oriented with strong organizational skills to manage multiple opportunities simultaneously - Growth mindset — you're looking to build a long-term career in security and compliance sales Nice to Have - Basic understanding of security and compliance concepts (SOC 2, ISO 27001, GDPR) - Bilingual in English and Spanish - Previous experience selling to technical buyers or into security/compliance teams - Familiarity with HubSpot or similar CRM/sales tools What We Offer - Career Development: Clear path with mentorship and training opportunities - Technical Training: Comprehensive onboarding on security and compliance frameworks - Competitive Compensation: A competitive base salary with regular performance reviews linked to merit-based appraisals and bonus opportunities. - Growth Opportunity: Early-stage company with significant room for career advancement. - Remote-First Culture: Flexibility to work from anywhere while collaborating with a global team. Work Environment Requirements - Reliable high-speed internet connection. - Quiet, professional home office setup. - Must be amenable to work US Eastern Time zone hours. - Fluency in written and verbal English communication skills. Workstreet Is An Equal Opportunity Employer As an equal opportunity employer, Workstreet is committed to providing employment opportunities to all individuals. All applicants for positions at Workstreet will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. This is a remote position open to candidates currently located in the following states: Alabama, Arizona, California, Colorado, Connecticut, Florida, Georgia, Illinois, Iowa, Louisiana, Massachusetts, Nevada, New York, North Carolina, Oregon, Tennessee, Texas, Virginia, Washington, and Wyoming.

Role Description This role is ideal for a results-driven sales professional with a strong background in B2B SaaS and technical solutions. As a Senior Enterprise Account Executive, you will manage large, complex enterprise accounts, driving new revenue through both new business acquisition and expansion of existing relationships. You will educate clients on AI-powered and data-driven solutions, translate technical functionality into measurable business outcomes, and navigate multi-stakeholder organizations to close high-value deals. Success in this role requires strategic account planning, exceptional communication skills, and the ability to deliver innovative solutions that create tangible value for enterprise customers. You will work in a fast-paced, remote-first environment with autonomy to lead accounts and influence the growth trajectory of your territory. - Drive enterprise sales by identifying, developing, and closing new business opportunities with large organizations. - Expand existing accounts by uncovering additional use cases for AI, analytics, and automation solutions. - Educate enterprise clients on the strategic application of technical solutions, helping build internal business cases for adoption. - Navigate complex enterprise organizations, engaging multiple stakeholders at VP and C-level. - Lead sales cycles with long-term timelines (6–12 months) and high-value deals, ensuring consistent pipeline management. - Collaborate with marketing, product, and customer success teams to optimize account strategy and provide client feedback. - Track opportunities, forecasts, and account activities in Salesforce.com, ensuring accurate reporting and visibility. Qualifications - 8+ years of B2B SaaS enterprise sales experience. - Proven success selling complex technical solutions, preferably including AI, analytics, automation, or data-driven platforms. - Experience engaging and influencing VP and C-level executives. - Strong ability to translate technical capabilities into clear ROI and business value. - Demonstrated quota achievement, consistently closing high six-figure deals. - Excellent verbal and written communication skills with strong presentation capabilities. - Experience with team selling and cross-functional account management. - Ability to travel as needed and manage accounts in a remote-first environment. - Bachelor’s degree in Sales, Marketing, Business, Communications, or related field. - Telecommunications experience is a plus but not required. Benefits - Competitive base salary with generous commission and high earning potential. - Equity through stock options. - Comprehensive health benefits. - 3 weeks of vacation plus 10 additional days around statutory holidays. - Remote-first work environment with flexible arrangements. - Opportunity to work on innovative AI and enterprise solutions in a high-growth environment. - Collaborative and highly motivated team culture.