Senior Account Executive, Enterprise

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. 

• 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