Commercial Account Executive
Outreach
This job is no longer accepting applications
See open jobs at Outreach.See open jobs similar to "Commercial Account Executive" Techstars.Your Daily Adventures Will Include
Existing Account Management (50% of your time)
- Manage the renewal, expansion, and cross-sell attachment of current Outreach customers.
- Build effective partnerships with your customers to realize value, adoption, and business process optimization of the Outreach platform.
- Demonstrate strong business and financial acumen to advise and guide your customers to achieve their desired business outcomes and return on investment.
- Have a deep understanding of sales operations, sales team strategies, methodologies and KPI’s.
- Develop and build account strategy plans using multiple data points from various sources to drive adoption, utilization, and customer sentiment.
- Manage and close renewals at a high rate to protect revenue retention.
- Develop plans to mitigate churn or contraction, when surfaced.
- Discover, nurture, and close expansion opportunities within your customers.
- Forecast renewals and expansion pipeline with high level of accuracy using Outreach’s forecast methodology.
- Provide impeccable customer service in all interactions.
- Act as a single point of contact/the face of Outreach for your customers. Assist them when navigating product training, strategic guidance, best practices in the platform, and selling expertise.
New Account Management (50% of your time)
- 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.
- Operate with high integrity while adhering to internal processes and sales methodologies.
Our Vision of You
- At least two 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 sales cycles up to 6 months with contract values that do not exceed $100k
- 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
This job is no longer accepting applications
See open jobs at Outreach.See open jobs similar to "Commercial Account Executive" Techstars.