The Senior Account Executive manages complex sales strategies for new accounts, leading the full sales cycle from prospecting to closing, while using the MEDDPICC sales methodology.
Outreach is the first and only AI Sales Execution Platform built for intelligent revenue workflows. Built on the world’s largest foundation of customer interactions and go-to-market team data, Outreach’s leading revenue AI technology helps go-to-market professionals and their companies win by intelligently accelerating decision making and elevating sellers to do their best work. Our powerful platform gives revenue teams the tools they need to design, measure, and improve a revenue strategy for every stage of the customer journey, improving efficiency and effectiveness across the entire revenue cycle. Over 6,000 customers, including Zoom, McKesson, Snowflake, SAP, and Okta use Outreach to power workflows, put customers at the center of their business, improve revenue results, and win in the market.
Outreach is a privately held company based in Seattle, Washington, with offices worldwide. 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.
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.
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.
Our Vision of You:
- 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
#LI-KH2
#LI-remote
Why You’ll Love It Here
• 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 to encourage the addition of great new people to the team
• Snacks and beverages in the Office, along with fun events to celebrate
• Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military
Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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.
Top Skills
Crm Tools
Meddpicc Sales Methodology
SaaS
Similar Jobs
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
The Sr Enterprise Account Executive will generate new business sales revenue through strategic account planning, building C-suite relationships, and advising clients on product integration to achieve their business objectives.
Top Skills:
AISaaS
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
As a Senior Enterprise Account Executive, you will drive new SaaS sales revenue, build C-suite relationships, and achieve sales targets while leading account strategies.
Top Skills:
Ai-Enhanced TechnologySaaS
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
Develop new business sales revenue in SaaS for Healthcare Providers. Build client relationships, strategize account management, and act as a trusted advisor to clients.
Top Skills:
Ai-Powered ToolsSaaS
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
