Position Summary

Public Media Apps is seeking a Sales & Account Representative who is comfortable with owning the entire sales process — from initial research and outreach to a signed agreement. In this role you will be responsible for researching and identifying prospect accounts, generating demand, initiating contact, qualifying interest, demonstrating our solutions, and closing deals. A successful candidate will establish relationships with prospective and existing customers to create a viable sales pipeline through new business and upsell opportunities. As an integral part of our team, you will be responsible for conveying the value of Public Media Apps’ solutions, directly impacting the company's future success.

This is a highly self-reliant role where success is driven by individual ownership, initiative, and motivation. While marketing and operational support will provide resources and occasional inbound leads, the majority of pipeline generation will come from proactive outbound prospecting efforts. The ideal candidate shall be comfortable identifying target accounts aligned with our ideal customer profile (ICP), finding appropriate contacts, and building relationships from the ground up.

Key Responsibilities

Lead Generation and Qualification: Identify, qualify, and engage accounts through a combination of cold calling and emailing, social selling, networking, in-person and virtual conferences, website requests, and other similar channels, resulting in qualified opportunities.

• Research and identify accounts and contacts that align with our ICP.

• Conduct direct outreach to engage (and re-engage) prospective customers, across technical and non-technical audiences, while demonstrating a strong understanding of the B2B SaaS sales cycle.

• Engage and follow-up with inbound leads, convert prospective customers at in-person and virtual conferences, etc.

• Evaluate outreach performance and adjust messaging and techniques based on internal and external feedback, engagement, and response rates.

• Utilize phone, email, and social selling techniques to connect with key decision-makers, uncover pain points, and deliver compelling value propositions tailored to their organization’s specific needs.

Sales Cycle Efficiency: Lead full-cycle, consultative sales processes from prospecting and discovery through product demonstrations, proposals, negotiations, and close.

• Identify and efficiently navigate selling into multiple buying committees, including executive, technical, procurement, design, and finance stakeholders, to align on the business case and decision criteria.

• Conduct live product demonstrations and tailor presentations to the specific needs of each organization.

• Effectively handle objections using value-based selling methodologies that identify pain points and tie our product benefits and capabilities back to real value and outcomes for the organization.

• Prepare and present proposals and pricing recommendations.

• Coordinate contract execution between internal leadership and prospective customers, while facilitating a smooth account handoff to the development team following the receipt of a signed agreement.

• Maintain alignment and expectations with key decision makers throughout the sales process to ensure timely progression from proposal through contract execution.

Quota Achievement: Consistently meet or exceed assigned KPIs and quotas, including annual closed won deals and new annual recurring revenue (ARR), contributing directly to the company’s overall growth goals.

Quality Over Quantity: Perform sales activities with an intentional focus on personalized value and quality over sheer volume. In an industry that is built on networking and building long-term relationships with industry stakeholders, building rapport and maintaining relationships is the key to success in this role. This role requires building genuine relationships and developing a strong understanding of the organizations and communities we serve. If cranking out generic cold calls/emails to prospects with the hope that something sticks is your thing, this role probably isn’t the right fit for you.

Pipeline & Performance Tracking: Consistently track and report key sales development metrics, including prospecting activity, conversion rates, meeting attendance, and engagement trends. Maintaining an accurate sales forecast and communicating pipeline progress to leadership is expected.

Tools & Technology Usage: Use sales tools (e.g., HubSpot, etc.) to maintain accurate records of deal stages, tasks, activities, customer interactions, etc. to ensure clear pipeline visibility and reporting.

Customer Success & Growth: Maintain and expand relationships with existing customers to ensure organization and end-user satisfaction.

• Serve as a primary point of contact for annual customer review conversations and account-related sales inquiries.

• Proactively schedule customer review conversations to ensure organization and end-user satisfaction, surface solutions gaps or issues, gather product feedback, etc.

• Identify expansion opportunities within existing customer accounts, including additional app units, new platform offerings, and future products or services.

• Support renewal conversations in coordination with leadership, as necessary.

• Monitor customer engagement and proactively escalate potential churn risks to leadership.

Internal Collaboration: Share prospective and existing customer feedback and market insights with leadership to help inform and prioritize future product and platform development enhancements and new product features.

What Success Looks Like in This Role

Success in this role is defined by the ability to consistently generate a qualified pipeline through outbound efforts, convert opportunities into closed won business, and maintain strong relationships with existing customers that lead to referrals and expansion opportunities.

Successful individuals in this role proactively seek to better understand the industry and dynamically adjust and refine their sales approach based on feedback, performance, latest sales trends, and evolving market needs.

Skills & Experience Needed

• Bachelor's Degree Required

• 5+ years of successful B2B SaaS experience (exceeding quota) in a sales development, account executive, or similar prospect-facing role.

  • At least 2 of those years must have been in an account executive or similar full-cycle sales role, with direct responsibility for leading product demonstrations, negotiating contracts, and closing deals.

• 5+ years working within a CRM system (HubSpot experience preferred).

• Strong written and verbal communication skills.

• Effectively navigate objections using a consultative approach by identifying underlying concerns and clearly aligning our solution’s value with the organization’s needs and goals.

• Strong organizational and time management skills, with a disciplined approach to prospecting, follow-up, and professional development.

• Ability to stay on task and thrive in an environment which requires a high level of self-motivation and discipline.

• Comfortable speaking in front of an audience, whether in team meetings, at industry conferences, in client presentations, or in sales pitches.

• Demonstrate a growth mindset, adaptability, and a commitment to continuous learning, with a willingness to learn and be coached.

• Ability to easily adapt to change while maintaining a high level of professionalism.

• Prior experience of working with or for a broadcast or media organization is preferred.

Core Skills & Competencies:

• Accountability

• Adaptability

• Applied Learning

• Business Acumen

• Coachability

• Collaboration

• Critical Thinking

• Customer Service

• Dealing with Ambiguity

• Decision Making

• Driving Results

• Industry Awareness

• Initiating Action

• Objection Handling

• Organization

• Planning

• Relationship Management

• Technical and Professional Knowledge/Skills

• Time Management

Travel

This role requires travel to represent Public Media Apps at industry conferences or for other similar purposes. The amount of travel will vary from year-to-year but will not exceed 15% of the year.

Compensation, Benefits, and Perks

• Compensation for this role is comprised of a base salary + commission. On Target Earnings (OTE) will be based on experience. Further details will be provided in the form of an Offer of Employment, if extended.

• This position is remote

• Company-provided equipment (laptop, software, etc.)

• Comprehensive, high-quality health plan option (medical, dental, vision)

• Paid Time Off (PTO)

• 10 paid holidays off per year

• Paid parental leave

• Employment with a small-but-growing, flexible, and well-respected company

• Working in a collaborative, supportive team environment

Equal Opportunity Employer Statement (EEO)

At Public Media Apps, we encourage and celebrate a culture of diversity, respect, and togetherness. We acknowledge that an individual’s uniqueness is powerful, and we welcome, foster, and appreciate all.

Public Media Apps is an equal opportunity employer and is committed to maintaining an inclusive working environment. Public Media Apps does not discriminate based on race, religion, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

For individuals with disabilities who would like to request an accommodation, please email careers@publicmediaapps.com.