[Hiring] Senior Account Executive @Outreach

Role Description

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.

• Own the entire sales cycle, including researching, prospecting, advising, negotiating contracts, and closing deals.
• Accountable for developing account plans using the MEDDPICC sales methodology to build new business and achieve territory goals.
• Identify and deeply understand a prospect's needs, pains, and desired business outcomes.
• Build an effective business case that demonstrates the ROI and value of the Outreach platform.
• Partner with other members of the go-to-market team, such as Solutions Consultants, to guide prospective customers through proof of concept demos.
• 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.
• Use intelligent tools to research accounts, sharpen discovery, and build business cases faster than the market moves.

Qualifications

• 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 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 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.

Requirements

• $290,000 - $315,000 a year.
• Compensation for this role is comprised of an annual base salary and a variable component, ranging between $290,000 - $315,000 OTE.
• You may also be offered incentive compensation, restricted stock units, and benefits.
• Actual compensation is based on factors such as the candidate's skills, qualifications, location, and experience.
• Final offers are determined through a holistic assessment and will vary within the posted range.

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.