Senior Account Executive at Outreach

London, England, United Kingdom -

Full Time

Start Date

Immediate

Expiry Date

19 May, 26

Salary

0.0

Posted On

18 Feb, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Lifecycle Management, SaaS Sales, Complex Solutions Selling, Executive Motion Selling, Account Planning, MEDDPICC Sales Methodology, Pipeline Generation, Forecasting, Discovery Calls, Business Case Development, ROI Demonstration, Contract Negotiation, Proof of Concept Demos, Relationship Building, Negotiation, Executive Presence

Industry

Software Development

Description

About Outreach Outreach, 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.io. About the Team Our Enterprise Account Executive 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 build deep knowledge and understanding of our customers' goals and pain points to enable them to have the insights to Create & Close pipeline through the Outreach Sales Execution Platform. 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. Overview of The Role The 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. Location: London, UK. Hybrid, in office 2 days a week. \n Your Daily Adventures Identify, 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. Basic Qualifications At least eight years of sales lifecycle management experience, preferably in a SaaS environment Proven experience in selling disruptive, complex solutions into medium to large organizations Proven experience in selling into accounts through a top down executive motion Ability to manage and navigate long sales cycles (12 months) with contract values up to $200k - $500k Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally Knowledge of the MEDDPICC Sales Methodology and experience applying and using this framework for successful sales Strong pipeline management skills Strong negotiation skills 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 Team player with a high sense of drive and initiative to keep opportunities moving forward to create a winning culture \n #LI-AK1 Why You’ll Love It Here ● 25 days holiday + 8 bank holidays ● Outreach contributes with monthly contribution towards your pension ● Private medical care for employee and spouse/family with Program Health Plus ● Cashplan is offered through Medicash to help offset out of pocket medical related expenses ● Dental coverage ● Life insurance at 4x annual salary ● 16 weeks of annual top up maternity leave pay or 8 weeks of fully paid paternity leave ● A parental leave program that includes not just extended time off but options for a paid night nurse ● Opportunity to be part of company success via equity program ● Diversity and inclusion programs that promote employee resource groups like OWN+ (Outreach Women's Network), Adelante (Latinx community), OBX (Outreach Black Connection), Mosaic (AAPI community), Pride (LGBTQIA+), Gender+, Disability Community, and Veterans/Military ● Employee referral bonuses to encourage the addition of great new people to the team 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.

Responsibilities

The primary purpose is to manage complex, full-life cycle sales strategy for new enterprise accounts, leading the entire sales cycle from research and prospecting to negotiating contracts and closing deals. This involves developing account plans using the MEDDPICC methodology to achieve territory goals by deeply understanding prospect needs and demonstrating platform ROI.