Job Specifications
About Outreach
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.
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.
Location: London, UK. Hybrid, in office 2 days a week.
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
Why You’ll Love It Here
25 days holiday + 8