Senior Account Executive, Mid Market
About Outreach
Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.
About the Team
Our EMEA Senior Account Executive, Mid Market, is responsible for generating net new logo accounts in the Mid Market segment (750-2000 seats). Our team works closely with our cross functional teams with a clear mission - help our customers generate more pipeline and close more revenue while reducing cost due to platform consolidation. We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together.
The Role
The primary purpose of an Account Executive at Outreach is to manage complex, full-life cycle sales strategy for new logo accounts. You are responsible for leading the entire sales cycle including researching, prospecting, advising, negotiating contracts and closing deals across both inbound and outbound motions.
You are accountable for developing account plans, using the MEDDPICC sales methodology to drive successful new business and achieve your territory goals. You are able to identify and deeply understand a prospect's needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and value proposition of the Outreach platform. You will partner with other members of the go-to-market team, such as Solution Consultants, to successfully navigate proof of concept demos to prospective clients. Your primary points of contact at prospective new customers are above the line contacts (CRO, COO, CEO and CFO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
Location: London, UK. Hybrid, in office 2 days a week.
Your Daily Adventures Will Include
New Logo Acquisition
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Identify, research, and qualify potential new customers in your assigned territory through both outbound prospecting and inbound lead management.
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Manage and prioritise a mix of inbound leads and self-generated outbound pipeline to ensure consistent coverage against your sales targets.
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Build effective pipeline coverage to achieve your sales targets and goals.
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Forecast deals appropriately and accurately using Outreach's forecast methodology.
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Develop and deliver on account plans, using MEDDPICC Sales Methodology, to strategically increase new revenue for Outreach.
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Conduct effective discovery calls to identify and unlock business challenges that Outreach solves.
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Demonstrate how the Outreach platform provides a tailored solution to a prospect's key outcomes they are trying to achieve.
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Partner effectively with internal resources to drive and close business, effectively navigating team members across go-to-market, as well as finance and leadership.
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Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical teams.
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Understand prospect's needs to develop accurate scoping and success criteria to position a successful implementation.
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Operate with high integrity while adhering to internal processes and sales methodologies.
Our Vision of You
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At least five years of sales lifecycle management experience, preferably in a SaaS environment
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Proven experience in selling disruptive, complex solutions into medium to large organisations
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Proven experience in selling into accounts through a top down executive motion
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Ability to manage and navigate sales cycles up to 6 months with contract values that do not exceed $100k
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Experience managing both inbound and outbound pipelines, with the ability to self-source new opportunities independently
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Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
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Knowledge of the MEDDPICC Sales Methodology and experience applying and using this framework for successful sales
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Strong pipeline management skills
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Strong negotiation skills
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Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
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Executive presence and interpersonal skills
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Strong business and financial acumen to be able to showcase metrics and potential ROI
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Team player with a high sense of drive and initiative to keep opportunities moving forward to create a winning culture
#LI-AK1
Why You’ll Love It Here
● 25 days holiday + 8 bank holidays
● Outreach contributes with monthly contribution towards your pension
● Private medical care for employee and spouse/family with Program Health Plus
● Cashplan is offered through Medicash to help offset out of pocket medical related expenses
● Dental coverage
● Life insurance at 4x annual salary
● 16 weeks of annual top up maternity leave pay or 8 weeks of fully paid paternity leave
● A parental leave program that includes not just extended time off but options for a paid night nurse
● Opportunity to be part of company success via equity program
● 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
● Employee referral bonuses to encourage the addition of great new people to the team
Outreach is 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.