[Remote] Account Executive, Commercial

Note: The job is a remote job and is open to candidates in USA. Outreach is a leading AI platform for revenue teams, founded in 2014. The Account Executive role involves managing complex sales strategies for new accounts, leading the sales cycle from research to closing deals, and developing account plans to drive new business using the MEDDPICC methodology.

Responsibilities

• Prospect, qualify, and build pipeline within your assigned territory
• Maintain pipeline coverage to consistently achieve quota
• Forecast deals appropriately and accurately using Outreach's forecast methodology
• Develop and deliver account plans using MEDDPICC Sales Methodology to strategically drive 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, navigating go-to-market, finance, and leadership teams
• Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical stakeholders
• Translate prospect needs into accurate scoping and success criteria that set up a strong implementation handoff
• Provide smooth account transition to professional services and account management teams for future adoption and expansion
• Operate with high integrity while adhering to internal processes and sales methodologies

Skills

• At least two years of sales lifecycle management experience, preferably in a SaaS environment
• Proven experience selling complex, AI-powered solutions into small to medium organizations
• Demonstrated curiosity about AI and emerging technologies, with a desire to explore how they can enhance your workflow and drive better outcomes for customers
• Proven experience selling into accounts through a top-down executive motion
• Strong financial acumen with the ability to showcase metrics and potential ROI
• Knowledge of MEDDPICC or similar sales methodologies and how to apply them in a complex deal cycle
• Strong negotiation skills with experience across C-suite, finance, and procurement stakeholders
• Effective communication skills, both written and verbal, with the ability to tailor messaging for any audience
• Executive presence and strong interpersonal skills
• Effective project management skills and the ability to influence decisions without direct authority
• Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
• Team player with a high sense of drive and initiative to keep opportunities moving forward

Benefits

• 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

Company Overview