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United States
Remote only
About the Team
Our Senior Account Executive, Enterprise team partners with prospective customers of 5,000 to 10,000 employees, owning the full deal cycle from first conversation to signed contract. We are product experts and ambassadors for Outreach, building deep knowledge of our customers' goals and pain points so they can create and close pipeline through the Outreach Sales Execution Platform.
We enjoy learning new sales trends and methodologies, going to industry events, subscribing to blogs and podcasts, reading books, and researching case studies so we can grow together. We work closely to champion our customers, share success stories, and celebrate our wins.
The Role
The primary purpose of a Senior Account Executive, Enterprise at Outreach is to lead complex, full-lifecycle sales strategy for net new, prospect accounts. This is a pure hunter role. Hunters at Outreach own 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 build new business and achieve your territory goals. You identify and deeply understand a prospect's needs, pains, and desired business outcomes, then build an effective business case that demonstrates the ROI and value of the Outreach platform. You will partner with other members of the go-to-market team, such as Solutions Consultants, to guide prospective customers through proof of concept demos. Your primary points of contact are executive stakeholders (CRO, COO, CEO, CFO, and CISO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
We are an AI-forward team, using intelligent tools to research accounts, sharpen discovery, and build business cases faster than the market moves. We are looking for sellers who bring that same mindset to the C-suite, helping prospects see how Outreach's AI-powered platform turns their pipeline into predictable revenue.
Territory and Pipeline: Identify, research, and qualify potential new customers in your assigned territory, building pipeline coverage sufficient to achieve your sales targets.
Forecasting: Forecast deals accurately using Outreach's forecast methodology.
Account Planning: Develop and deliver on account plans that strategically increase new revenue for Outreach.
Discovery: Conduct effective discovery calls to identify and unlock the business challenges that Outreach solves.
Solution Demonstration: Demonstrate how the Outreach platform delivers a tailored solution to the outcomes a prospect is trying to achieve.
Deal Execution: Negotiate contracts with cross-functional stakeholders including C-suite, finance, procurement, and technical teams, partnering with internal go-to-market, finance, and leadership resources to drive deals to close.
Scoping and Handoff: Define accurate scoping and success criteria to position a successful implementation, and provide a smooth account transition to professional services and account management teams for future adoption and expansion.
At least 7 years of sales lifecycle management experience, preferably in a SaaS environment
Comfortable in a hunting role that is heavily focused on month over month pipeline creation
Proven experience selling AI-powered, complex solutions into medium to large organizations
Demonstrated curiosity about AI and emerging technologies, with a desire to explore how they can enhance your workflow and drive better outcomes for customers
Proven experience selling into accounts through a top-down executive motion
Ability to manage and navigate long sales cycles, typically nine to twelve months, with contract values of $200k to $500k
Knowledge of the MEDDPICC Sales Methodology and experience applying this framework successfully
Disciplined pipeline management, with the rigor to keep opportunities progressing through every stage and forecasts reliable
Strong negotiation skills, with the ability to hold value in complex, multi-stakeholder contract discussions
Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
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
High personal integrity, with a commitment to internal processes and sales methodologies
A collaborative approach and self-directed drive, with the initiative to keep opportunities moving forward
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