Account Executive, Commercial

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

📋 Description

• Oversee a comprehensive, full-life cycle sales strategy for new accounts

• Direct the complete sales process, encompassing research, prospecting, consultation, contract negotiations, and deal closures

• Engage in sales for companies with 10 to 1,000 employees

• Formulate account plans utilizing the MEDDPICC sales methodology

• Generate new business and meet territory objectives

• Identify the needs, challenges, and desired outcomes of prospects

• Create business cases that illustrate ROI and the value proposition of the Outreach platform

• Prospect, qualify, and develop a pipeline within the designated territory

• Maintain pipeline coverage to meet sales quotas

• Forecast deals using Outreach's forecasting methodology

• Conduct discovery calls

• Present tailored solutions of the Outreach platform

• Collaborate with go-to-market, finance, and leadership teams to secure business

• Negotiate contracts with C-suite executives, finance, procurement, and technical stakeholders

• Convert prospect needs into precise scoping and success criteria

• Transition accounts to professional services and account management teams

• Follow 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-sized organizations

• Demonstrated interest in AI and emerging technologies

• Established experience in selling to accounts through a top-down executive approach

• Strong financial understanding with the capability to present metrics and potential ROI

• Familiarity with MEDDPICC or comparable sales methodologies

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

• Proficient written and verbal communication abilities

• Executive presence and robust interpersonal skills

• Strong project management capabilities

• Ability to influence decisions without direct authority

• Skill in building and nurturing strong, trustworthy relationships and partnerships

• Team-oriented individual with a high level of drive and initiative

🏝️ Benefits

• Flexible time off

• 401k plan to assist you in saving for the future

• Comprehensive medical, dental, and vision coverage for full-time employees and their dependents

• A parental leave program offering options for a paid night nurse and a gradual return to work

• Infertility/assisted reproductive services benefit

• Employee referral bonuses

• Office snacks and beverages, along with enjoyable events to celebrate

• Diversity and inclusion initiatives that support employee resource groups