Senior Account Executive, Enterprise

Responsibilities

• Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.
• 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.
• The primary purpose of a Senior Account Executive, Enterprise at Outreach is to lead complex, full-lifecycle sales strategy for net new, prospect accounts. This is a pure hunter role. Hunters at Outreach own 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 build new business and achieve your territory goals. You identify and deeply understand a prospect's needs, pains, and desired business outcomes, then build an effective business case that demonstrates the ROI and value of the Outreach platform. You will partner with other members of the go-to-market team, such as Solutions Consultants, to guide prospective customers through proof of concept demos. Your primary points of contact are executive stakeholders (CRO, COO, CEO, CFO, and CISO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
• We are an AI-forward team, using intelligent tools to research accounts, sharpen discovery, and build business cases faster than the market moves. We are looking for sellers who bring that same mindset to the C-suite, helping prospects see how Outreach's AI-powered platform turns their pipeline into predictable revenue.
• Territory and Pipeline: Identify, research, and qualify potential new customers in your assigned territory, building pipeline coverage sufficient to achieve your sales targets.
• Account Planning: Develop and deliver on account plans that strategically increase new revenue for Outreach.
• 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
• Ability to manage and navigate long sales cycles, typically nine to twelve months, with contract values of $200k to $500k

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