Vice President of Global Accounts
Outreach
United States
Posted on Dec 5, 2024
Outreach is the first and only AI Sales Execution Platform built for intelligent revenue workflows. Built on the world’s largest foundation of customer interactions and go-to-market team data, Outreach’s leading revenue AI technology helps go-to-market professionals and their companies win by intelligently accelerating decision making and elevating sellers to do their best work. Our powerful platform gives revenue teams the tools they need to design, measure, and improve a revenue strategy for every stage of the customer journey, improving efficiency and effectiveness across the entire revenue cycle. Over 6,000 customers, including Zoom, McKesson, Snowflake, SAP, and Okta use Outreach to power workflows, put customers at the center of their business, improve revenue results, and win in the market.
The Role:
The Vice President of Global Accounts at Outreach.io will be responsible for leading and growing our global account executive program. This individual will be accountable for driving sales, growing revenue, reducing churn and contraction, managing the post-sale customer lifecycle, and ensuring long-term client success, satisfaction, and expansion of Outreach’s platform within selected global enterprise accounts worldwide.
As the VP, you will oversee a global team of Global Account Executives and provide leadership across all departments that engage with clients in the Global Account Executive program. You will act as a critical cross-functional leader, driving collaboration with Sales, Customer Success, Product, and Marketing teams to ensure growth and retention for these important accounts. You will create and execute scalable customer retention and expansion strategies, ensuring that Outreach delivers consistent value that aligns with customer goals.
Location: Open to remote within the US
Your Daily Adventures Will Include:
- Strategic Leadership: Develop and implement the global account strategy to increase customer satisfaction, product adoption, and revenue growth through account expansion. Collaborate closely with leadership in sales, marketing, and product management to ensure cohesive strategies for customer retention and upsell. Establish frameworks and KPIs to measure and drive customer success, satisfaction, and product adoption across diverse markets. Serve as a strategic partner to clients, acting as the executive sponsor to key global accounts, ensuring strong relationships at the C-level.
- Team Leadership and Development: Lead, mentor, and manage a high-performing global team of account executives, fostering a customer-first, results-oriented culture. Create programs to attract, retain, and develop top talent across multiple regions. Implement best-in-class training and development programs for the account management team, ensuring consistent delivery of customer success strategies.
- Customer Retention and Growth: Develop and execute strategies to improve account retention, expand relationships, and drive revenue growth within existing customer accounts. Monitor account health metrics and ensure that the team proactively addresses issues to mitigate churn and optimize renewals. Lead initiatives to increase product adoption and engagement, driving high-value upsell and cross-sell opportunities within the global customer base.
- Process Optimization and Innovation: Build scalable processes, workflows, and best practices for global account management operations. Implement tools, analytics, and CRM systems (e.g., Salesforce) to drive efficiency and track performance metrics effectively. Continuously gather and analyze customer feedback and market trends to influence Outreach's product development roadmap and engagement strategies.
- Cross-functional Collaboration: Partner closely with Sales, Customer Success, Marketing, and Product teams to ensure smooth client onboarding, alignment on value delivery, and consistent customer engagement. Work with Product and Engineering teams to influence product enhancements and improvements based on client feedback and needs.
- Financial Management: Develop and manage account management budgets, ensuring the financial efficiency of operations while meeting revenue targets. Drive forecasting and report on key metrics to C-suite executives and board members, including revenue growth, churn rate, and customer health scores.
Our Vision of You:
- 10+ years of experience in global sales, account management, customer success, or related leadership roles, with a track record of managing enterprise accounts in a SaaS environment.
- Demonstrated experience leading and scaling global teams, driving performance in a fast-paced, high-growth tech company.
- Expertise in customer retention, expansion, and advocacy strategies, with a strong understanding of the software sales lifecycle and post-sales processes.
- Proven ability to collaborate with cross-functional teams and influence stakeholders at all levels.
- Strong leadership, communication, and interpersonal skills, with a high level of emotional intelligence.
- Data-driven decision-maker with experience using CRM systems (e.g., Salesforce) and customer success tools to drive insights and results.
- MBA or other relevant advanced degree.
- Previous experience working in B2B SaaS, especially in sales engagement or marketing technologies.
- Experience managing customer success and account management for a company with a global footprint, including in North America, EMEA, and APAC regions.
Preferred Qualifications:
Compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $490,000 - $610,000. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the size of the book of business being managed, candidate's skills, and qualifications. We have a location-based compensation structure; there may be a different range for candidates in other locations.
#LI-KH2 #LI-remote
Why You’ll Love It Here
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Flexible time off
• 401k to help you save for the future
• 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
• A parental leave program that includes not just extended time off but 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
• Plus, unlimited snacks and beverages in our kitchen
• We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status
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.
