Account Executive, Commercial

Outreach • Seattle, WA

7d • $80,000 - $165,000

About The Position

Outreach is hiring a Commercial Account Executive to manage complex, full-cycle sales strategies for new accounts, selling to companies with 10 to 1,000 employees. The role leads the sales cycle from researching and prospecting through advising, contract negotiation, and closing. The Account Executive develops account plans using the MEDDPICC sales methodology, identifies prospect needs and desired business outcomes, and builds business cases that demonstrate ROI and the value of the Outreach platform. Primary prospect contacts are executive-level stakeholders such as CROs, COOs, CEOs, CFOs, and CISOs. Success is measured by quota attainment, pipeline generation and coverage, and forecast quality and accuracy. The team is AI-forward and encourages using AI to improve workflows, customer engagement, and sales outcomes.

Requirements

• At least two years of sales lifecycle management experience.
• Proven experience selling complex, AI-powered solutions into small to medium organizations.
• Curiosity about AI and emerging technologies, and a desire to use them to improve workflows and customer outcomes.
• Proven experience selling into accounts through a top-down executive motion.
• Strong financial acumen and ability to demonstrate metrics and potential ROI.
• Knowledge of MEDDPICC or a similar sales methodology and its application to complex deal cycles.
• Strong negotiation skills and experience working with C-suite, finance, and procurement stakeholders.
• Effective written and verbal communication skills, with the ability to tailor messaging to different audiences.
• Executive presence and strong interpersonal skills.
• Effective project management skills and ability to influence decisions without direct authority.
• Ability to build and cultivate trusting relationships and partnerships internally and externally.
• Team-oriented approach, drive, and initiative to keep opportunities moving forward.

Nice To Haves

• Sales lifecycle management experience in a SaaS environment.

Responsibilities

• Prospect, qualify, and build pipeline within an assigned territory.
• Maintain pipeline coverage to consistently achieve quota.
• Forecast deals appropriately and accurately using Outreach's forecast methodology.
• Develop and deliver account plans using the MEDDPICC Sales Methodology to drive new revenue.
• Conduct discovery calls to identify business challenges that Outreach can solve.
• Demonstrate how the Outreach platform provides a tailored solution to prospects' desired outcomes.
• Partner with internal resources and navigate go-to-market, finance, and leadership teams to drive and close business.
• Negotiate contracts with C-suite, finance, procurement, and technical stakeholders.
• Translate prospect needs into accurate scoping and success criteria for a strong implementation handoff.
• Transition accounts to professional services and account management teams for future adoption and expansion.
• Adhere to internal processes and sales methodologies while operating with high integrity.

Benefits

• Flexible time off.
• 401(k).
• Medical, dental, and vision coverage for full-time employees and their dependents.
• Parental leave program, including options for a paid night nurse and a gradual return to work.
• Infertility and assisted reproductive services benefit.
• Employee referral bonuses.
• Office snacks and beverages, and events to celebrate.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed