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Posted 5 months ago
Requirements and responsibilities
About OutreachOutreach, 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.ioAbout the TeamOur Enterprise Account Executive (New Logo) team partners with our potential customers that have 5,000 - 10,000 employees. They are responsible for managing the full deal cycles from generating opportunities to closing prospective customers. We are product experts and ambassadors for Outreach. 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 RoleThe 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.LocationLocation: Open to remote within the US.Your Daily AdventuresIdentify, 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 environmentProven experience in selling disruptive, complex solutions into medium to large organizationsProven experience in selling into accounts through a top down executive motionAbility to manage and navigate long sales cycles (12 months) with contract values up to $200k - $500kAbility to build and cultivate strong, trusting relationships and partnerships, both internally and externallyKnowledge of the MEDDPICC Sales Methodology and experience applying and using this framework for successful salesStrong pipeline management skillsStrong negotiation skillsEffective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audienceExecutive presence and interpersonal skillsStrong business and financial acumen to be able to showcase metrics and potential ROITeam player with a high sense of drive and initiative to keep opportunities moving forward to create a winning cultureSalary$280,000 - $300,000 a yearThe annual on target earnings (OTE) range for this role is $280,000-$300,000. You may also be offered incentive compensation, bonus, 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. Your Recruiter will share specific details based on your location and role during the hiring process.Why You’ll Love It HereFlexible time off401k to help you save for the futureGenerous medical, dental, and vision coverage for full-time employees and their dependentsA parental leave program that includes options for a paid night nurse, and a gradual return to workInfertility/ assisted reproductive services benefitEmployee referral bonuses to encourage the addition of great new people to the teamSnacks and beverages in the Office, along with fun events to celebrateDiversity 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/MilitaryOutreach 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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