Senior Enterprise Account Executive, Outreach
$280-300k
+ Restricted stock units
AI revenue workflow platform
Open for applications
AI revenue workflow platform
1001+ employees
Open for applications
$280-300k
+ Restricted stock units
1001+ employees
Company mission
To change the way companies engage with their customers throughout their lifecycle.
Role
Who you are
- At least eight years of sales lifecycle management experience, preferably in a SaaS environment
- Proven experience in selling disruptive, complex solutions into medium to large organizations
- Proven experience in selling into accounts through a top down executive motion
- Ability to manage and navigate long sales cycles (12 months) with contract values up to $200k - $500k
- Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
- Knowledge of the MEDDPICC Sales Methodology and experience applying and using this framework for successful sales
- Strong pipeline management skills
- Strong negotiation skills
- Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
- Executive presence and interpersonal skills
- Strong business and financial acumen to be able to showcase metrics and potential ROI
- Team player with a high sense of drive and initiative to keep opportunities moving forward to create a winning culture
What the job involves
- Our Enterprise Account Executive team partners with our potential customers that have 5,000 - 10,000 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
- We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together
- We work closely together to champion our customers, share success stories, celebrate our wins, and share goals
- 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
- 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, CFO, and CISO)
- Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy
- 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
- Provide smooth account transition once landed to professional services and account management teams for future adoption and expansion opportunities
- Operate with high integrity while adhering to internal processes and sales methodologies
- Perform other duties as assigned
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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