The Client Account Executive manages customer renewals, expansions, and relationships, driving value from the Outreach platform while achieving customer retention targets and acting as a trusted advisor.
About Outreach
Outreach, founded in 2014, is the only complete AI Revenue Workflow Platform that helps sales leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. Outreach infuses agentic AI to power 100s of use cases across sales motions. From new logo prospecting to renewal and expansion, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Global organizations use Outreach to power their revenue teams, including SAP, Siemens, Snowflake, ZoomInfo, and Verizon to name a few. To learn more, please visit www.outreach.io.
About the Team
Our Mid Market Client Account Executive team customers manage the renewal, expansion, and cross-sell attachment of current Outreach customers that have 1,000 - 5,000 seats in a business. We are product experts and ambassadors for Outreach. We build deep knowledge and understanding of our customers' goals and pain points to enable them to have the insights to Create & Close pipeline through the Outreach Sales Execution Platform.
We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together. We work closely together to champion our customers, share success stories, celebrate our wins, and share goals.
The Role
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.
Location
We are open to location within the United States. Seattle, Atlanta and the Northeast preferred.
Your Daily Adventures will include
- 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 Vision of You
- 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
#LI-KH2
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Why You’ll Love It Here
• 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
Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.
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