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Account Executive, Mid-Enterprise
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
Mar 2, 2023
Last Date
Apr 2, 2023
Location(s)
Job Description
About the TeamThe Mid-Enterprise Account Executives partner with our potential customers who have over (1,500 - 5000 / 5000 - 10,000/ 10,000 and over) 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 amp; Close pipeline through the Outreach Sales Execution Platform.
We enjoy learning new sales trends amp; 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 RoleAs 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.Your Daily Adventures - 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
- 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 into Enterprise companies
- Understanding the latest research, prospecting and messaging tools to prepare yourself for your customer conversations
- Expert-level pipeline management by proven success in customer evalutation, 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 persevere in managing long sales cycles (6 plus months) 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 audienceStrong understanding of financial metrics and customer RIO
- The ability to hold yourself accountable by solving problems and embracing feedback
- Willingness to learn in a high-paced sales environment
- 6 years or more of sales experience, preferably in an entrepreneurial SaaS environment
Compensation for this role is comprised of a base salary and a variable component, ranging between $312,750 - $375,000. 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 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