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Commercial Account Executive



Sales & Business Development
London, UK
Posted on Thursday, November 9, 2023
Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.
About the Team
Our EMEA Commercial Account Executive is a hybrid role responsible for both managing the existing book of business and generating net new logo accounts in the Commercial segment (up to 1500 seats). Our team works closely with our cross functional teams with a clear mission - help our customers generate more pipeline and close more revenue while reducing cost due to platform consolidation. We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together.
The Role
The primary purpose of an Account Executive at Outreach is to manage complex, full-life cycle sales strategy for new and existing accounts. You are responsible for leading the entire sales cycle including researching, prospecting, advising, negotiating contracts, closing deals and managing accounts to include upsell, cross-selling, renewals and product adoption.
You are accountable for developing account plans, using the MEDDPICC sales methodology to lead to successful building of new business to achieve your territory goals. You are able to identify and deeply understand a prospect’s needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and value proposition of the Outreach platform. You will partner with other members of the go-to-market team, such as Solution Consultants, to successfully navigate proof of concept demos to prospective clients. Your primary points of contact at prospective new customers are above the line contacts (CRO, COO, CEO and CFO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
Location: London, UK. Hybrid, in office 3 days a week.

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
    Why You’ll Love It Here
    ● Highly competitive salary
    ● Amazing open area working space with a gorgeous rooftop in the heart of Shoreditch
    ● Hybrid working policy
    ● Dog Friendly
    ● 25 days holiday + 8 bank holidays
    ● Outreach contributes with monthly contribution towards your pension
    ● Private medical care for employee and spouse/family with Program Health Plus
    ● Cashplan is offered through Medicash to help offset out of pocket medical related expenses
    ● Dental coverage
    ● Life insurance at 4x annual salary
    ● 16 weeks of annual top up maternity leave pay or 8 weeks of fully paid paternity leave
    ● Upon return to work from parental leave, parents will receive a stipend to use for night doula support, which is to be used in the first six months after birth
    ● Opportunity to be part of company success via equity program
    Diversity and inclusion programs that promote employee resource groups like OWN+ (Outreach Women's Network), Adelante (Latinx community), OBX (Outreach Black Connection), Mosaic (AAPI community), Pride (LGBTQIA+), Gender+, Disability Community, and Veterans/Military
    ● Employee referral bonuses to encourage the addition of great new people to the team