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Account Executive, Commercial New Logo
Outreach, United States
Experience
1 Year
Salary
Job Type
Job Shift
Job Category
Traveling
No
Career Level
Telecommute
No
Qualification
As mentioned in job details
Total Vacancies
1 Job
Posted on
Oct 27, 2023
Last Date
Nov 27, 2023
Location(s)
Job Description
About the TeamOur Commercial Account Executive team is responsible for managing the deal cycles from generation to close for our new customers in our Commercial space (501-1500 Employees).
At Outreach, we win as a team and you will find that the team is well resourced with access to cross functional teams such as SDR’s and Solutions Consultants who are on deck to help the Commercial AE team be successful. You will also have a hands-on leader who maintains a manageable, AE to Manager ratio which will allow them to be present in your day to day and provide prescribed coaching so that you have the highest likelihood of success within your role.
The Commercial AE team focuses on value selling to ensure we’re building an effective business case throughout the sales process that demonstrates an undeniable ROI. You’ll also be trained on MEDDPIC which Outreach uses to ensure each AE has enough qualified pipeline to achieve quota.
The RoleAs a Commercial Account Executive, you will be the CEO of your own business and responsible for overseeing a successful territory plan in a specific sales geo-territory. Specifically, you will have the responsibilities of deeply understanding the prospects needs and pains, demoing Outreach's entire platform to solve those needs or pains, providing technical assistance throughout the sales process to ensure we can do what we say we can do within their environment and successfully present a business case that clearly demonstrates a ROI.
Location: Remote based out of Austin, Tx.Your Daily Adventures Will Include- Contribute to the winning environment by committing to your own self development and cheering on and adding to the development of your teammates.
- Build and manage a territory plan that builds a realistic plan towards quota achievement
- Prospect approximately 50-60% of your own pipeline by leveraging the Outreach platform. Tasks will include daily research, cold calling, sending email campaigns and using tools such as 6Sense, ZoomInfo and LinkedIn.
- Conduct thorough discovery calls where you clearly identify the pain and needs of senior executives (CEO, CRO, CFO, CMO, VP of Sales Operations)
- Demonstrate the Outreach platform’s ability to solve high level pains
- Work deals from discovery to close within a typical 30-60 day sales cycle
- Accurately identify risk within deals by using the MEDDPIC methodology and work with your leadership, internal partners and executives to mitigate those risks
- Forecast deals appropriately using Outreach’s forecast methodology
Our Vision of You- 4-8+ years of SaaS sales experience in a closing role, preferably for a multi-product company
- Proven success in closing new logo opportunities
- Consistent track record of hitting goal and numbers
- Demonstrated, proven success in relationship building, pipeline management, prospecting, contract negotiation and closing customers
- Ability to build positive relationships and influence. Strong communication and interpersonal skills; ability to be personable yet persistent
- Experience leveragingSalesforce.com ,Outreach.io, ZoomInfo, LinkedIn and/or 6Sense
Compensation for this role is comprised of a base salary and a variable component, ranging between $187,000 OTE - $264,000 OTE. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. We also have a location-based compensation structure; there may be a different range for candidates in other locations.
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Outreach
Information Technology and Services - San Jose, United States