Account Executive – Commercial

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify, qualify, and develop a pipeline within your designated territory.

• Maintain adequate pipeline coverage to consistently meet sales quotas.

• Accurately forecast deals using Outreach's forecasting methodology.

• Create and present account plans employing the MEDDPICC Sales Methodology to strategically generate new revenue for Outreach.

• Conduct impactful discovery calls to recognize and address business challenges that Outreach can resolve.

• Showcase how the Outreach platform delivers customized solutions to meet prospects' key objectives.

• Collaborate effectively with internal resources to drive and finalize business deals, engaging with go-to-market, finance, and leadership teams.

• Negotiate contracts with diverse teams, including C-suite executives, finance, procurement, and technical stakeholders.

• Convert prospect requirements into precise scoping and success criteria that facilitate a seamless implementation handoff.

• Ensure a smooth transition of accounts to professional services and account management teams for future growth and adoption.

• Uphold high integrity while following internal processes and sales methodologies.

⛳️ Requirements

• Minimum of two years of experience in sales lifecycle management, ideally within a SaaS context.

• Proven track record in selling complex, AI-driven solutions to small and medium enterprises.

• Displayed curiosity towards AI and emerging technologies, with an eagerness to explore their potential to enhance workflows and deliver better customer outcomes.

• Demonstrated experience in engaging accounts through a top-down executive approach.

• Strong financial insight with the ability to present metrics and potential ROI effectively.

• Familiarity with MEDDPICC or comparable sales methodologies and their application in complex deal cycles.

• Excellent negotiation skills with experience interacting with C-suite, finance, and procurement stakeholders.

• Strong written and verbal communication skills, with the capacity to adapt messaging for various audiences.

• Executive presence and exceptional interpersonal abilities.

• Proficient project management skills and the capability to influence decisions without direct authority.

• Ability to establish and nurture strong, trusting relationships and partnerships, both internally and externally.

• A collaborative team player with a robust sense of drive and initiative to keep opportunities progressing.

🏝️ Benefits

• Flexible time off

• 401k to assist you in saving for your future

• Comprehensive 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 incentivize the addition of exceptional new team members

• Snacks and beverages in the office, along with enjoyable events for celebration

• Diversity and inclusion initiatives that support employee resource groups such as Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military