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Outreach · 5 hours ago

Senior Account Executive, Enterprise

United States

Full-time

Remote

Senior Level, Lead/Staff

$280K/yr - $300K/yr

8+ years exp

Outreach is a complete AI Revenue Workflow Platform that assists sales leaders in enhancing account visibility and performance insights. The Senior Account Executive will manage complex sales strategies for new accounts, leading the entire sales cycle from prospecting to closing deals while collaborating with internal teams to achieve sales goals.

Artificial Intelligence (AI)CRMEnterprise SoftwareSaaSSalesSales Enablement

Responsibilities

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

Qualification

Sales lifecycle managementMEDDPICC Sales MethodologyPipeline managementNegotiation skillsSaaS sales experienceExecutive presenceBusiness acumenEffective communicationTeam player

Required

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

Benefits

Flexible time off

401k to help you save for the future

Generous medical, dental, and vision coverage for full-time employees and their dependents

A parental leave program that includes options for a paid night nurse, and a gradual return to work

Infertility/ assisted reproductive services benefit

Employee referral bonuses to encourage the addition of great new people to the team

Snacks and beverages in the Office, along with fun events to celebrate

Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military