Senior Enterprise Account Executive, Outreach
$280-300k
+ Restricted stock units
Sales execution platform
Posted today
Sales execution platform
1001+ employees
Posted today
$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
Alongside the longstanding problems of identifying and closing sales, 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 a 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 AI-driven insights from a rich set of industry data. The company's focus on AI, which included the development of a ‘knowledge AI assistant’ for salespeople, is what allowed it to get ahead in the market. There are numerous competitors in the space, however Outreach has proved to command investor respect, having achieved Unicorn status in 2020.
Outreach has continued to display good growth, and has become a mission-critical part of the revenue stack for many customers - of which it boasts over 5000 globally. Notable names served by the company include Siemens, Twilio, and zoom.
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
- Dental and vision coverage
- 401(K)
- Parental leave
- Flexible time off
- Work from home opportunities
- Health insurance
Company HQ
Interbay, Seattle, WA
Leadership
Manny Medina
(CEO)Manny was employee number three on Amazon’s AWS team, and led the Microsoft mobile division from launch.
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