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Mid-Enterprise Account Executive (Hybrid) - London, UK



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
Mid-Enterprise Account Executives partner with our potential customers who have 500- 5000 employees. We are product experts and ambassadors for Outreach. We build deep knowledge and understanding of our customers' goals and pain points to enable them to have the insights to create & close pipeline through the Outreach Sales Execution Platform.
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. As a team, with the Sales Development Representatives, Value Consultants, and Solution Consultants, we work closely together to champion our customers, share success stories, celebrate our wins, and share goals.
The Role
As a Mid-Enterprise Account Executive, you will be responsible for the success of your assigned book of business. You will manage complex deal cycles from creating to closing pipeline with our new and existing customers. You will be responsible for leading the entire sales cycle from research to prospecting, to advising, negotiating contracts, and closing deals. You will provide technical assistance, successfully navigate a proof of concept, and guide our customers to change management.
As an Enterprise Account Executive, you will be accountable for developing a plan, using the MEDDPICC sales methodology that will lead to successfully exceeding your territory goals.
London, on-site / hybrid

Your Daily Adventures Will Include

  • Complete account management which includes; account planning and strategy, pipeline management, and opportunity qualification using MEDDPICC Sales Methodology
  • Researching and educating yourself on your prospects and what problems Outreach can solve
  • Create and execute on an account plan that maps out creating pipeline to prospect
  • Upsell and cross-sell into existing accounts
  • Retain existing customers
  • Lead Discovery Calls that unlock Economic Buyer, Business and Technical Success Criteria, Inefficiencies in their sales funnel, key behavioral changes and aligned outcomes that allow you to demonstrate a tailored solution to the key outcomes they are working to achieve
  • Partner with others on the Outreach team to drive and close business (including SDRs, VC, SC, Marketing (ABM), finance, and leadership)
  • Negotiate contracts with cross-functional teams including C-Suite, Finance, Procurement, etc
  • Once landed customers, successfully continue and build relationships to expand to additional users within the company

Basic Qualifications

  • Experience in selling disruptive complex product solutions
  • Understanding the latest research, prospecting and messaging tools to prepare yourself for your customer conversations
  • Expert-level pipeline management by proven success in customer evaluation, lead generation, heavy prospecting, solutions selling, contract negotiation, and closing customers using the MEDDPICC Sales Methodology
  • Proven success in closing deals at or above $250k with the mindset of closing bigger deals and the entire platform
  • Ability to manage an existing book of business, upselling and cross-selling into the customer base as well as retaining existing ARR
  • Ability to persevere in managing long sales cycles 6 plus while consistently prospecting and building relationships while exceeding goals
  • Ability to communicate, build trusting relationships and partner/ influence multiple C-Suite level executives (CRO, CFO, CTO, COO Procurement, etc.) to help them with their business goals getting them to predictable ROI
  • Proven ability to build positive relationships and influence customers by helping them to solve their problems by bringing solutions that will change how they work and impact customer ROI
  • Strong communication and interpersonal skills; ability to be personable yet persistent while knowing your audience
  • Strong understanding of financial metrics and customer ROI
  • The ability to hold yourself accountable by solving problems and embracing feedback while learning in a high-paced sales environment
  • 4 years or more of sales experience in an entrepreneurial SaaS environment. Enterprise selling experience preferred
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 office
● 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
● Company-organised and personal paid volunteer days to support the community that supports us
● Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Women’s Network), AAPI, Rainbow (LGBTQIA+), Gender+, LatinX, OBX (Outreach Black Excellence), Disability Community, and Veterans
● Employee referral bonuses to encourage the addition of great new people to the team
● Fun company and team outings because we play just as hard as we work