The Senior Account Executive manages complex sales cycles for new accounts, using MEDDPICC methodology to achieve revenue goals, build relationships, and close deals with senior executives in target organizations.
About Outreach
Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.
About the Team
Our Enterprise Client Account Executive team partners with our potential customers that have 5,000+ employees. Their primary focus is to deepen strategic relationships and expand our customers’ investment in the Outreach platform by identifying opportunities to drive additional value across teams and use cases.
We serve as trusted advisors and product ambassadors for Outreach, building a deep understanding of our customers’ goals, priorities, and challenges. By aligning Outreach capabilities with their business objectives, we help our customers Create & Close pipeline more effectively through the Outreach Sales Execution Platform.
Overview of the Role
The primary purpose of a Client Account Executive at Outreach is to drive growth and long-term value within an assigned portfolio of existing enterprise customers. You are responsible for developing and executing strategic account plans that identify opportunities to expand Outreach adoption, introduce new products and capabilities, and increase overall customer investment.
You will lead complex expansion sales cycles including discovery, stakeholder alignment, value articulation, commercial negotiations, and closing expansion opportunities. Using the MEDDPICC sales methodology, you will partner closely with customer stakeholders to uncover evolving needs, pains, and desired business outcomes, building compelling business cases that demonstrate the ROI and value of expanding the Outreach platform.
You will collaborate cross-functionally with Customer Success, Solution Consultants, and other go-to-market partners to ensure successful adoption and to position new capabilities that help customers achieve their goals. Your primary points of contact will often include executive and senior leaders such as CROs, COOs, CFOs, and other revenue and operations executives.
Key performance indicators include expansion revenue attainment, account growth, pipeline generation within existing accounts, and forecast accuracy, as well as the overall strength and depth of executive relationships within your customer base.
Location: Open to remote within the US.
Your Daily Adventures
- 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.
Our Vision of You
- 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
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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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