Outbound Sales Development Representative, Strategic Accounts

We're growing quickly, and we're looking for a driven, intellectually curious, and professionally persistent Strategic Accounts SDR to join our team and focus on breaking into net-new enterprise accounts.

Breaking into net-new enterprise accounts requires a different motion than traditional outbound — it takes time, research, and a coordinated strategy that a closing AE simply can't own alone. This role exists to build the top of the funnel for our most important prospects: identifying the right stakeholders, creating the first meaningful touchpoints, and generating qualified pipeline in accounts that could become some of our largest customers.

• Deep account research before outreach — build org charts, identify key stakeholders across multiple levels and functions, and track trigger events (earnings calls, leadership changes, press releases, industry shifts) to find the right moment and angle to engage
• Craft highly personalized, custom outreach — sequences are tailored to each stakeholder and account, not templated; a single email may reference a specific company announcement or strategic initiative relevant to that contact
• Multi-thread into accounts — engage multiple stakeholders simultaneously rather than pursuing a single contact, and leverage internal resources like executive sponsors, events, and other channels to open doors and build familiarity across the organization over time
• Partner closely with a Strategic/Enterprise AE — work in a true team structure, collaborating regularly on account strategy, prioritization, and how to position conversations with prospects
• Drive toward pipeline, not just activity — success is measured by S2 [qualified] pipeline generated, with an emphasis on quality over volume and an understanding that breaking into a single account can take months

• S2 opportunities generated across assigned accounts
• Account penetration — number of meaningful threads opened within priority accounts
• Quality and conversion rate of outbound activity, not raw volume

• 1+ year of recent experience as an outbound SDR or BDR in SaaS, technology, or another complex B2B environment — this is a true new-logo prospecting role; customer success, account management, or inbound-only experience alone is not enough
• Demonstrated experience creating pipeline through outbound prospecting — you have used phone, email, LinkedIn, and account research to start conversations and book qualified meetings with net-new prospects
• Experience selling into enterprise, strategic, named, or complex mid-market accounts — you understand that larger accounts require patience, multiple stakeholders, and a coordinated approach rather than a high-volume transactional motion
• Comfort prospecting senior decision-makers — you have reached out to Director-, VP-, and C-suite-level buyers and can adapt your messaging to different functions and priorities
• Experience partnering closely with AEs on account strategy — you can prioritize accounts, share account intelligence, coordinate outreach, and build pipeline together rather than working solely from a lead list
• Strong account research and personalization skills — able to build a point of view using company news, leadership changes, business priorities, industry trends, and stakeholder responsibilities
• PR, communications, media intelligence, or adjacent industry experience is strongly preferred — understands how to craft a narrative and engage sophisticated, PR-savvy buyers
• Facility with sales technology — comfortable using tools such as Salesforce, Sales Navigator, Outreach, Nooks, ZoomInfo, Apollo, Gong, Gmail, and AI-assisted workflows
• Professionally persistent and highly accountable — knows how to stay relevant with a prospect without damaging the relationship, follows through, and takes ownership of results
• Coachable, curious, and resilient — seeks feedback, applies it quickly, and brings energy and thoughtful ideas to new industries, accounts, and challenges
• Strong written and verbal communication skills — able to write personalized outreach that earns replies and communicate clearly with senior prospects and internal partners
• Proactively incorporates AI tools into day-to-day work to improve research, prioritization, productivity, and outreach quality
• Alignment with Muck Rack’s core values: Customer Devotion, Resilience, Transparency, and Ownership

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.

• Intro call with a member of our Talent Team
• A video interview with the Hiring Manager 
• Live working session
• Panel interviews with executive team members
• 30-minute Bar Raiser

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.

In the US, the base salary for this role is $29.25 an hour, with $80,840+ in OTE. 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.