Commercial Account Executive, Outreach
EMEA
Offers Equity
3+ days a week in office (Shoreditch)
AI revenue workflow platform
Job no longer available
AI revenue workflow platform
1001+ employees
Job no longer available
Offers Equity
3+ days a week in office (Shoreditch)
1001+ employees
Company mission
To change the way companies engage with their customers throughout their lifecycle.
Role
Who you are
- 3 years+ of prospecting and account management sales experience, preferably in an entrepreneurial SaaS environment
- Experience selling to Commercial accounts with proven success in closing high volume of deals and a consistent track record of hitting goals
- Demonstrated, proven success in lead generation, prospecting, pipeline management, account management, contract negotiation and closing
- Ability to build positive relationships and influence. Strong communication and interpersonal skills; ability to be personable yet persistent
- Experience leveraging Salesforce.com and Outreach platform experience is a plus
What the job involves
- Our EMEA Commercial Account Executive is a hybrid role responsible for both managing the existing book of business and generating net new logo accounts in the Commercial segment (up to 1500 seats)
- Our team works closely with our cross functional teams with a clear mission - help our customers generate more pipeline and close more revenue while reducing cost due to platform consolidation
- The primary purpose of an Account Executive at Outreach is to manage complex, full-life cycle sales strategy for new and existing accounts
- You are responsible for leading the entire sales cycle including researching, prospecting, advising, negotiating contracts, closing deals and managing accounts to include upsell, cross-selling, renewals and product adoption
- 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
- You will partner with other members of the go-to-market team, such as Solution Consultants, to successfully navigate proof of concept demos to prospective clients
- Your primary points of contact at prospective new customers are above the line contacts (CRO, COO, CEO and CFO)
- Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy
- Existing Account Management (50% of your time):
- Manage the renewal, expansion, and cross-sell attachment of current Outreach customers
- Build effective partnerships with your customers to realize value, adoption, and business process optimization of the Outreach platform
- Demonstrate strong business and financial acumen to advise and guide your customers to achieve their desired business outcomes and return on investment
- Have a deep understanding of sales operations, sales team strategies, methodologies and KPI’s
- Develop and build account strategy plans using multiple data points from various sources to drive adoption, utilization, and customer sentiment
- Manage and close renewals at a high rate to protect revenue retention
- Develop plans to mitigate churn or contraction, when surfaced
- Discover, nurture, and close expansion opportunities within your customers
- Forecast renewals and expansion pipeline with high level of accuracy using Outreach’s forecast methodology
- Provide impeccable customer service in all interactions
- Act as a single point of contact/the face of Outreach for your customers. Assist them when navigating product training, strategic guidance, best practices in the platform, and selling expertise
- New Account Management (50% of your time):
- Identify, research, and qualify potential new customers in your assigned territory
- Build effective pipeline coverage to achieve your sales targets and goals
- Forecast deals appropriately and accurately using Outreach’s forecast methodology
- Develop and deliver on account plans, using MEDDPICC Sales Methodology, to strategically increase new revenue for Outreach
- Conduct effective discovery calls to identify and unlock business challenges that Outreach solves
- Demonstrate how the Outreach platform provides a tailored solution to a prospect’s key outcomes they are trying to achieve
- Partner effectively with internal resources to drive and close business, effectively navigating team members across go-to-market, as well as finance and leadership
- Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical teams
- Understand prospect’s needs to develop accurate scoping and success criteria to position a successful implementation
- Operate with high integrity while adhering to internal processes and sales methodologies
Salary benchmarks
Our take
Customer Relationship Management (CRM) has long faced challenges with poorly integrated technology, which has inspired a flurry of companies targeting efficiency in the sector. Outreach is an AI-enabled sales execution platform that enables users to build more pipeline, proactively fix deal risks, and make the best decisions to advance their deals across every moment of the sales cycle.
Outreach is a leader in its category; delivering a comprehensive suite of sales tools, and generating insights from a rich set of industry data. Although there are numerous competitors in the space, the company's early focus on AI is what allowed it to get ahead in the market. and this supported Outreach
Outreach has continued to display good growth after achieving Unicorn status back in 2020. Its solutions have become a mission-critical part of the revenue stack for many customers, with notable names served by the company include Siemens, Twilio, and zoom. On top of this, Outreach announced it has achieved new ISO/IEC certification that recognises responsible AI management, becoming the first company in its category to earn this distinction.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jun 2021
$200m
SERIES G
Jun 2020
$50m
SERIES F
Total funding: $527.3m
Company benefits
- Parental leave - Extended PTO for both parents, plus unique perks to ease the transition of returning to work
- Full medical benefits - Majority of employer paid medical, dental and vision coverage
- 401K - A competitive plan to help you save for retirement
- Flexible time off - We believe in a healthy work/life balance, and in our employees to make practical time off arrangements
Company HQ
Interbay, Seattle, WA
Leadership
Manny Medina
(Founder & Board Member)Was employee number three on Amazon’s AWS team, and led the Microsoft mobile division from launch.
Abhijit Mitra
(CEO)Previously CPO at Commure, SVP and GM (Industry Verticals) at ServiceNow, and Global VP (SAP Cloud for Customer) at SAP.
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