Senior Client Account Executive, Outreach
Mid Market, Growth
$160-240k
OTE
More information about location
Sales execution platform
Open for applications
Sales execution platform
1001+ employees
Open for applications
$160-240k
OTE
More information about location
1001+ employees
Company mission
To change the way companies engage with their customers throughout their lifecycle.
Role
Who you are
- At least five years of either account management, customer success, or sales lifecycle management experience, preferably in a SaaS environment
- Proven experience demonstrating value realization in a product, platform, or service
- Proven experience influencing product or platform adoption and utilization at customers
- Effective project management skills
- Ability to influence decisions without direct authority
- Strong financial acumen to be able to showcase metrics and potential ROI
- Ability to manage and navigate complex renewals and expansions sales cycles (6 months)
- Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
- Knowledge of various sales methodologies to apply them to customer usage of the Outreach platform
- Strong negotiation skills
- Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
- Executive presence and strong interpersonal skills
- 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 Mid Market Client Account Executive team customers manage the renewal, expansion, and cross-sell attachment of current Outreach customers that have 1,000 - 5,000 seats in a business
- 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 the Senior Client Account Executive role at Outreach is to retain current customers and identify opportunities to grow or expand their presence and usage across the platform
- This role is responsible for driving value and adoption within an assigned territory of customers
- You are responsible for managing the relationship with current customers, including contract renewals, identifying expansion opportunities, and managing the sales cycle for those expansions
- You will develop, implement, and manage success plans and lead executive business reviews for your customers
- Your primary points of contact within existing customers will include both above the line contacts (CRO, COO, CEO, CFO, and CISO) as well as below the line contacts (System Administrators, GTM Leaders, Marketing/content, Revenue Operations, etc)
- Key performance indicators include, but are not limited to, customer retention and renewal targets, net revenue retention, expansion quota attainment, renewal forecast quality and accuracy, platform utilization and adoption, and customer sentiment
- We expect our Customer Account Executives to act as trusted advisors to the Revenue Office for their customers
- 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
- 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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