Senior Account Executive, Enterprise

• Identify, research, and qualify potential new customers in your assigned territory, building pipeline coverage sufficient to achieve your sales targets.
• Forecast deals accurately using Outreach's forecast methodology.
• Develop and deliver on account plans that strategically increase new revenue for Outreach.
• Conduct effective discovery calls to identify and unlock the business challenges that Outreach solves.
• Demonstrate how the Outreach platform delivers a tailored solution to the outcomes a prospect is trying to achieve.
• 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.
• 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

Pay range: $290K - $315K

• 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
• Snacks and beverages in the office, along with fun events to celebrate
• Diversity and inclusion programs