Senior Account Executive, Mid-Market

Outreach • Seattle, WA

6d • $200,000 - $220,000 • Remote

About The Position

The primary purpose of a Senior Account Executive at Outreach is to manage complex, full-life cycle sales strategy for new accounts. You are responsible for leading the entire sales cycle including researching, prospecting, advising, negotiating contracts, and closing deals. You are accountable for developing account plans, using the MEDDPICC sales methodology to lead to successful building of new business to achieve your territory goals. You are able to identify and deeply understand a prospect’s needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and value proposition of the Outreach platform. You will partner with other members of the go-to-market team, such as Solution Consultants, to successfully navigate proof of concept demos to prospective clients. Your primary points of contact at prospective new customers are above the line contacts (CRO, COO, CEO, CFO, and CISO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.

Requirements

• At least five 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 sales cycles up to 6 months with contract values that do not exceed $100k
• 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

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.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees