Senior Account Executive (Enterprise)

Join Outreach as a Senior Account Executive, Enterprise. In this role, you will own the full deal cycle from initial conversation to signed contract, focusing on prospective customers with 5,000 to 10,000 employees. You will be responsible for developing account plans, conducting effective discovery calls, demonstrating the Outreach platform, negotiating contracts, and ensuring a smooth transition to professional services and account management teams. This is a pure hunter role, requiring strong sales skills, executive presence, and a passion for AI and emerging technologies.

• Identifying, researching, and qualifying potential new customers in your assigned territory, building pipeline coverage sufficient to achieve your sales targets.
• Leading complex, full-lifecycle sales strategy for net new, prospect accounts, including researching, prospecting, advising, negotiating contracts, and closing deals.
• Developing and delivering on account plans that strategically increase new revenue for Outreach, and conducting effective discovery calls to identify and unlock the business challenges that Outreach solves.

• Knowledge of the MEDDPICC Sales Methodology and experience applying this framework successfully
• Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
• Proven experience selling into accounts through a top-down executive motion
• High personal integrity, with a commitment to internal processes and sales methodologies
• Strong negotiation skills, with the ability to hold value in complex, multi-stakeholder contract discussions
• A collaborative approach and self-directed drive, with the initiative to keep opportunities moving forward
• Executive presence and interpersonal skills
• Disciplined pipeline management, with the rigor to keep opportunities progressing through every stage and forecasts reliable
• Ability to manage and navigate long sales cycles, typically nine to twelve months, with contract values of $200k to $500k
• Demonstrated curiosity about AI and emerging technologies, with a desire to explore how they can enhance your workflow and drive better outcomes for customers
• Strong business and financial acumen to be able to showcase metrics and potential ROI
• At least 7 years of sales lifecycle management experience, preferably in a SaaS environment
• Comfortable in a hunting role that is heavily focused on month over month pipeline creation
• Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
• Proven experience selling AI-powered, complex solutions into medium to large organizations