Senior Account Executive, Enterprise

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Outreach is the first and only AI Sales Execution Platform built for intelligent revenue workflows. Built on the world’s largest foundation of customer interactions and go-to-market team data, Outreach’s leading revenue AI technology helps go-to-market professionals and their companies win by intelligently accelerating decision making and elevating sellers to do their best work. Our powerful platform gives revenue teams the tools they need to design, measure, and improve a revenue strategy for every stage of the customer journey, improving efficiency and effectiveness across the entire revenue cycle. Over 6,000 customers, including Zoom, McKesson, Snowflake, SAP, and Okta use Outreach to power workflows, put customers at the center of their business, improve revenue results, and win in the market.

About the Team

Our Enterprise Account Executive team partners with our potential customers that have 1,000 – 5,000 employees. They are responsible for managing the full deal cycles from generating opportunities to closing prospective customers. We are product experts and ambassadors for Outreach. We build deep knowledge and understanding of our customers’ goals and pain points to enable them to have the insights to Create & Close pipeline through the Outreach Sales Execution Platform.

Overview of The Role

The primary purpose of a Senior Account Executive at Outreach is to manage complex, full-life cycle sales strategy for new accounts. You are responsible for leading the entire sales cycle including researching, prospecting, advising, negotiating contracts, and closing deals. You are accountable for developing account plans, using the MEDDPICC sales methodology to lead to successful building of new business to achieve your territory goals. You are able to identify and deeply understand a prospect’s needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and value proposition of the Outreach platform.

Your Daily Adventures Include:

1. Identify, research, and qualify potential new customers in your assigned territory.
2. Build effective pipeline coverage to achieve your sales targets and goals.
3. Forecast deals appropriately and accurately using Outreach’s forecast methodology.
4. Develop and deliver on account plans, using MEDDPICC Sales Methodology, to strategically increase new revenue for Outreach.
5. Conduct effective discovery calls to identify and unlock business challenges that Outreach solves.
6. Demonstrate how the Outreach platform provides a tailored solution to a prospect’s key outcomes they are trying to achieve.
7. Partner effectively with internal resources to drive and close business, effectively navigating team members across go-to-market, as well as finance and leadership.
8. Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical teams.
9. Understand prospect’s needs to develop accurate scoping and success criteria to position a successful implementation.
10. Provide smooth account transition once landed to professional services and account management teams for future adoption and expansion opportunities.
11. Operate with high integrity while adhering to internal processes and sales methodologies.

Our Vision Of You

1. At least five years of sales lifecycle management experience, preferably in a SaaS environment
2. Proven experience in selling disruptive, complex solutions into medium to large organizations
3. Proven experience in selling into accounts through a top down executive motion
4. Ability to manage and navigate long sales cycles up to 6 months with contract values up to $200k
5. Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
6. Knowledge of the MEDDPICC Sales Methodology and experience applying and using this framework for successful sales
7. Strong pipeline management skills
8. Strong negotiation skills
9. Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
10. Executive presence and interpersonal skills
11. Strong business and financial acumen to be able to showcase metrics and potential ROI
12. Team player with a high sense of drive and initiative to keep opportunities moving forward to create a winning culture

Why You’ll Love It Here

1. Highly competitive salary
2. 25 days holiday + 8 bank holidays
3. Outreach contributes with monthly contribution towards your pension
4. Private medical care for employee and spouse/family with Program Health Plus
5. Cashplan is offered through Medicash to help offset out of pocket medical related expenses
6. Dental coverage
7. Life insurance at 4x annual salary
8. 16 weeks of annual top up maternity leave pay or 8 weeks of fully paid paternity leave
9. A parental leave program that includes not just extended time off but options for a paid night nurse
10. Opportunity to be part of company success via equity program
11. Diversity and inclusion programs that promote employee resource groups
12. Employee referral bonuses to encourage the addition of great new people to the team

Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We’re dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don’t think you meet all of the requirements listed below.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

Religious Institutions

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