Role As a Enterprise Account Executive, you will be responsible for overseeing the success plan in a specific sales geo-territory.
This will include managing a territory's deal cycles from generation through to close, and it will include strategizing with the Sales Development Representatives and Solution Consultants assigned to your territory.
You will be the primary contact and have the responsibilities of demoing Outreach's platform, providing technical assistance, successfully navigating a proof of concept, and negotiating contracts.
As a Enterprise Account Executive, you will be accountable for developing a plan that will lead to hitting your territory goal, with the full assistance of the company to make you successful.
Your Daily Adventures Will Include
Industry and product knowledge
Keeping abreast of sales trends to increase your credibility in the industry e.g. going to industry events, subscribing to blogs / podcasts, reading books, researching case about the experiences other customers have with Outreach so that you can apply these successes and learnings to your conversations
Learning about the product - its features, value and use cases
Lead generation (this role will support the SDR team with the below tasks)
Researching and building a pipeline of leads within the enterprise segment.Contacting leads to qualify their suitability and readiness for Outreach
Booking initial meetings, in line with targets
Building relationships with prospects and closing deals
Prioritizing your book of business and formulating account plans and strategies to ensure success within your territory
Identifying your prospects’ pain points and running product demonstrations that will connect them to the values of our solution
Identifying and mapping out the stakeholders within the customer organization and coming up with tactical plans for managing the deal
Scoping out how Outreach would be used within the prospect’s organization e.g. implementation process and timeframes, workflows, metrics they can expect to achieve etc
Partnering with Solutions Consultants in overseeing any technical validation, trials, or proof of concepts, that may be required to ensure the effectiveness of Outreach
Managing contract negotiations and closing deals in line with targets
Ensuring a thorough handover of the customer to the team responsible for onboarding
Ensuring that the client is experiencing the value and is set up to expand and renew
Collecting and maintaining data needed for effective forecasting
Contributing to the Product, Marketing, Success, and other teams to help Outreach be a better company and platform, and in turn, make a bigger impact on our customers
Reflecting on successes and failures, and making improvements to your ways of working as a result
At Outreach, we believe it’s your skills and attributes that ultimately make you successful in a role. Here’s what we’re looking for :
Strategic and consultative selling - you rely on proven sales methodologies to manage your accounts, you take a strategic and structured approach to identify new business opportunities, engaging internal and client stakeholders, and closing deals
Influential leadership - you are highly credible and able to engage internal and external stakeholders and align them to a common vision
Discovery - you are curious about the people you speak with, you ask intelligent questions that result in meaningful insights, you probe in a way that leads people to step outside their mindset, you unearth pain points and elicit new ideas
Storytelling - you can capture your audience’s attention, keep them engaged, establish a connection, and build trust. You can present a subject matter in a simplified way, that enables your audience to both understand it, and relay it back to others
Coachability - you can adapt and improve as required
We think you’ll likely have these skills and attributes if you have the following experience :
Selling a SaaS product to corporate and enterprise-sized clients - you have consistently over-achieved on your targets and been the top performer
Working multiple opportunities at the same time, able to land-and-expand and work all-in-one-go deals