Enterprise Account Executive
Posted on 5/26/2023
INACTIVE
Sales engagement platform
Company Overview
Outreach is on a mission to solve sales problems. The company operates the number one sales engagement platform that helps companies dramatically increase productivity and drive smarter engagement with their customers.
AI & Machine Learning
Data & Analytics
Company Stage
Series G
Total Funding
$492.8M
Founded
2014
Headquarters
Seattle, Washington
Growth & Insights
Headcount
6 month growth
↓ -18%1 year growth
↓ -14%2 year growth
↓ -6%Locations
New York, NY, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Communications
Management
Lead Generation
Marketing
Requirements
- Experience in selling disruptive complex product solutions
- Understanding the latest research, prospecting and messaging tools to prepare yourself for your customer conversations
- Expert-level pipeline management by proven success in customer evaluation, lead generation, heavy prospecting, solutions selling, contract negotiation, and closing customers using the MEDDPICC Sales Methodology
- Proven success in closing deals at or above $250k with the mindset of closing bigger deals and the entire platform
- Ability to persevere in managing long sales cycles 9 plus months while consistently prospecting and building relationships while exceeding goals
- Ability to communicate, build trusting relationships and partner/ influence multiple C-Suite level executives (CRO, CFO, CTO, COO Procurement, etc.) to help them with their business goals getting them to predictable ROI
- Proven ability to build positive relationships and influence customers by helping them to solve their problems by bringing solutions that will change how they work and impact customer ROI
- Strong communication and interpersonal skills; ability to be personable yet persistent while knowing your audience
- Strong understanding of financial metrics and customer RIO
- Strong communication and interpersonal skills; ability to be personable yet persistent
- The ability to hold yourself accountable by solving problems and embracing feedback while learning in a high-paced sales environment
- 8 years or more of sales experience in an entrepreneurial SaaS environment
- 5 plus years of experience selling into large enterprise companies of 5,000 or more employees
Responsibilities
- Complete account management which includes; account planning and strategy, pipeline management, and opportunity qualification using MEDDPICC Sales Methodology
- Researching and educating yourself on your prospects and what problems Outreach can solve
- Create and execute on an account plan that maps out creating pipeline to prospect
- Lead Discovery Calls that unlock Economic Buyer, Business and Technical Success Criteria, Inefficiencies in their sales funnel, key behavioral changes and aligned outcomes that allow you to demonstrate a tailored solution to the key outcomes they are working to achieve
- Partner with others on the Outreach team to drive and close business ( including SDRs, VC, SC, Marketing (ABM), finance, and leadership)
- Negotiate contracts with C-Suite, Finance, Procurement, etc
- Once landed customers, successfully continue and build relationships to expand to additional users within the company