Manager, Account Managers

Outreach

10d • $200,000 - $250,000 • Remote

About The Position

Outreach is seeking a Manager, Account Managers to lead a team of 8-10 Account Manager sellers focused on existing customers in the Commercial space (20-1,000 employees). This role involves managing the full deal cycle, including renewals, and enabling the team's success through coaching, mentorship, and executive alignment. The manager will help Account Managers establish senior points of contact, drive account health, and upsell. This position requires partnering with cross-functional teams like Solutions Consultants and technical resources, focusing on value selling and demonstrating ROI. The manager will also collaborate with leadership peers to refine and implement processes. The core responsibility is to coach Account Managers to act as CEOs of their business, execute territory plans, exceed quota, and run a sales process focused on understanding prospect needs and pains with tailored account plans. A key aspect of the role is coaching the team to leverage Outreach's AI capabilities in their daily selling activities.

Requirements

• 2+ years of outstanding results leading team(s) at sales organizations, delivering existing-customer growth and consistently achieving sales targets.
• A results-driven coach, mentor, and role model who develops best-in-class talent and drives team results through collaboration and individual performance improvement.
• Familiarity with AI-powered sales tools and an interest in coaching a team to use them effectively.
• Experience in a closing role prior to assuming leadership responsibilities.
• Experience managing existing customers and their renewals.
• Experience leading teams in a solution sale that requires multiple stakeholder sign-off before purchase.
• Experience helping teams develop business cases and ROI documentation.
• Experience leveraging Salesforce, Outreach.io, ZoomInfo, LinkedIn, and/or 6sense.

Responsibilities

• Contribute to a winning environment by facilitating a culture of self-development and accountability.
• Protect the number and do everything possible to achieve it.
• Teach Account Managers to build and manage a territory plan that creates a clear path to quota achievement.
• Drive prospect accountability by teaching Account Managers to prioritize their time across daily research, cold calling, and email campaigns, leveraging tools such as 6sense, ZoomInfo, and LinkedIn.
• Train Account Managers to lead strong discovery calls that surface the pains and needs of senior executives.
• Enable Account Managers to articulate how the Outreach platform solves customer pains through demos and a clear value proposition.
• Coach Account Managers to maintain deal momentum across a typical 30-60 day sales cycle.
• Identify deal risk using the MEDDPICC methodology, partnering with the team, internal partners, and executives to mitigate it.
• Forecast deals and team attainment using Outreach’s forecast methodology.

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

What This Job Offers

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