Senior Director of Solutions Consulting, Outreach
$257-386k
OTE
OTE (70/30 split)
Sales execution platform
Be an early applicant
Sales execution platform
1001+ employees
Be an early applicant
$257-386k
OTE
OTE (70/30 split)
1001+ employees
Company mission
To change the way companies engage with their customers throughout their lifecycle.
Role
Who you are
- You’re a leader who understands Sales and has built Solutions Consulting, Sales Engineering and Value Consulting teams in the past
- You understand how to sell to mid-market and large global organizations
- You have deep understanding and passion for the SaaS industry and B2B Sales
- Creating a team that is the technical owner of the sale and can translate the needs of the business to technology and the outcomes that it will produce
- You have a deep understanding of executive level business transformation strategies and have the ability to build a team that can position them at the highest levels in largest companies
- You work well cross functionally and understand how to operationalize outputs within a fast-growing company
- You are willing to build from the ground up a key organization that is US based with global growth potential
- You’re comfortable making strategic trade-offs, and have a history of successful decision-making and results
- Are comfortable meeting with senior executives at the largest companies to consult on key sales strategies and position a solution
- 10+ years of extensive experience in the SaaS industry and B2B sales, with deep knowledge of the sales process, pre sales and go-to-market strategies
- 10+ years of leadership experience, proven experience defining the structure and goals of Pre-sales teams to support mid-market and global enterprise customers, with a strong ability to leverage data to assess team activity and effectiveness
- Experience in managing and building Value Consulting and Engineering teams that support direct sales teams
- Strong interpersonal skills, presentation skills and program management
- Demonstrated thought leadership in business process improvement, with a strong blend of business and technical acumen to effectively align technology solutions to desired business outcomes
What the job involves
- The Solutions Consulting team plays a critical role in our sales process, partnering with Account Executives to demonstrate the value and capabilities of the Outreach platform
- Acting as trusted advisors, they work to understand each prospect’s business needs, position the Outreach solution effectively, and deliver compelling, tailored demonstrations that directly address key business objectives
- Outreach is seeking a strategic and dynamic leader for our Global Solutions Consulting team
- This leader will drive the vision, strategy, and execution of the Solutions Consulting function and will partner closely with Sales leadership to align and execute go-to-market strategies across the broader Sales organization
- This is a leadership role that bridges the gap between sales and technical teams, focusing on demonstrating product value and driving revenue growth by aligning solutions with client needs. This includes Solutions Engineers, Pre-Sales Value Consultants, and SMEs
- Reporting to our Chief Revenue Officer, you will play a crucial role in driving the success & revenue growth by ensuring the effective delivery of pre-sales technical support and solution demonstrations to potential clients
- Your expertise in understanding customer requirements, translating them into innovative solutions, and aligning them with the company's products and services will be critical in driving growth and customer satisfaction
- Beyond leading the Solutions Consulting organization, this leader will engage directly with C-level executives—including CEOs, CROs, and CIOs—to consult on modern sales workflows and the strategic value of Outreach
- They will help connect Outreach’s capabilities to core executive priorities such as revenue growth, customer and buyer experience, and operational efficiency
- This leader will also be responsible for scaling this executive engagement model across the pre-sales organization and the broader Outreach go-to-market team
- We are looking for this executive leader to shake up the mentality of selling features & functions and drive a paradigm shift of unlocking the power of storytelling by demonstrating value & business outcomes to our customers
- Design and operationalize the key practice area of Solutions Consulting to assist in the growth of the company
- Grow the Solutions Consulting organization by recruiting, mentoring, and developing top talent to put them in a position to succeed
- Align strategy development to GTM objectives, while designing, defining, and reporting key performance measures to maximize productivity and revenue impact
- Define and design the necessary tools and technology that is required to support the team
- Define key strategies and operationalize them to support workflow discovery, value opportunities and position both to key customers and prospects
- Participate as a thought leader on the future of sales, sales enablement, and sales operations
- Working closely with other parts of the business, including product and customer success, to ensure that the needs of our prospective customers are being met
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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