Senior Client Account Executive, Outreach
Enterprise
AI revenue workflow platform
Job no longer available
AI revenue workflow platform
1001+ employees
Job no longer available
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
- 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
- 30% of overnight travel to customers is required
- 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
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.
Salary benchmarks
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