Senior Account Executive, Enterprise

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

📋 Description

• Lead comprehensive, full-cycle sales strategies for acquiring new prospect accounts.

• Conduct research, prospecting, advising, negotiating contracts, and finalizing deals.

• Create account plans utilizing the MEDDPICC sales methodology.

• Recognize prospect requirements, challenges, and desired business outcomes.

• Construct business cases that illustrate the ROI and value of the Outreach platform.

• Collaborate with Solutions Consultants and other go-to-market team members for proof-of-concept demonstrations.

• Identify, research, and assess potential new customers within the designated territory.

• Establish sufficient pipeline coverage to meet sales objectives.

• Accurately forecast deals following Outreach's forecasting methodology.

• Conduct discovery calls to gather insights.

• Showcase tailored solutions of the Outreach platform.

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

• Collaborate with internal go-to-market, finance, and leadership resources to facilitate deal closure.

• Define precise scoping and success criteria.

• Ensure seamless account transitions to professional services and account management teams.

⛳️ Requirements

• Minimum of 7 years of experience in sales lifecycle management, ideally within a SaaS environment.

• Comfortable in a hunting role with a strong emphasis on creating month-over-month pipeline.

• Demonstrated experience in selling AI-driven, complex solutions to medium and large organizations.

• A keen interest in AI and emerging technologies.

• Proven track record of selling to accounts through a top-down executive approach.

• Capable of managing long sales cycles, typically ranging from nine to twelve months, with contract values between $200k and $500k.

• Familiarity with and practical application of the MEDDPICC Sales Methodology.

• Disciplined in pipeline management.

• Exceptional negotiation skills.

• Ability to foster robust internal and external relationships.

• Strong written and verbal communication abilities.

• Executive presence and interpersonal skills.

• Strong business and financial acumen.

• High personal integrity and dedication to internal processes and sales methodologies.

• Collaborative mindset and self-motivated drive.

🏝️ Benefits

• Flexible time off.

• 401k plan to assist in future savings.

• 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, along with a gradual return to work.

• Benefits for infertility and assisted reproductive services.

• Employee referral bonuses.

• Snacks and beverages available in the office, along with enjoyable events to celebrate.

• Diversity and inclusion initiatives that support employee resource groups.