高级客户经理，企业级
Senior Account Executive, Enterprise
关于Outreach
Outreach成立于2014年，是唯一一个完整的代理型AI平台，专为收入团队设计。Outreach将代理型AI、对话智能和辅助AI结合，为收入流程中的数百种用例提供支持。从新客户开发到扩展、交易加速、提升留存率和预测，Outreach AI自动化工作流程，使销售代表能够专注于更具战略性的对话和行动。收入负责人可以从连接的账户可见性、绩效洞察和每个GTM团队更高的预测准确性中受益。世界领先的大型企业使用Outreach来推动他们的收入团队，包括Databricks、SAP、西门子和Verizon等。
关于团队
我们的高级客户经理（企业）团队与员工人数在5000至10000人之间的潜在客户合作，负责从首次沟通到签署合同的整个交易周期。我们是产品的专家和大使，深入了解客户的业务目标和痛点，以便他们通过Outreach销售执行平台创建并完成销售线索。
我们喜欢学习新的销售趋势和方法，参加行业活动，订阅博客和播客，阅读书籍，研究案例，以便共同成长。我们紧密合作，为客户发声，分享成功故事，并庆祝我们的胜利。
职位描述
Outreach高级客户经理（企业）的主要职责是为新客户账户制定复杂的全生命周期销售策略。这是一个纯粹的猎手角色。Outreach的猎手负责整个销售周期，包括研究、开发、建议、谈判合同和成交。你需负责制定客户计划，使用MEDDPICC销售方法论来拓展新业务并实现你的区域目标。你需识别并深入理解客户的需要、痛点和期望的业务成果，然后构建有效的商业方案，展示Outreach平台的ROI和价值。你将与其他市场进入团队成员（如解决方案顾问）合作，引导潜在客户完成概念验证演示。你的主要联系人是高管级利益相关者（CRO、COO、CEO、CFO和CISO）。关键绩效指标包括配额达成率、销售线索生成和覆盖情况，以及预测质量和准确性。
我们是一个以AI为导向的团队，使用智能工具进行客户研究
查看英文原文
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 Senior Account Executive, Enterprise team partners with prospective customers of 5,000 to 10,000 employees, owning the full deal cycle from first conversation to signed contract. We are product experts and ambassadors for Outreach, building deep knowledge of our customers' goals and pain points so they can create and close pipeline through the Outreach Sales Execution Platform.
We enjoy learning new sales trends and methodologies, going to industry events, subscribing to blogs and podcasts, reading books, and researching case studies so we can grow together. We work closely to champion our customers, share success stories, and celebrate our wins.
The Role
The primary purpose of a Senior Account Executive, Enterprise at Outreach is to lead complex, full-lifecycle sales strategy for net new, prospect accounts. This is a pure hunter role.Hunters at Outreach own the entire sales cycle, including researching, prospecting, advising, negotiating contracts, and closing deals. You are accountable for developing account plans, using the MEDDPICC sales methodology to build new business and achieve your territory goals. You identify and deeply understand a prospect's needs, pains, and desired business outcomes, then build an effective business case that demonstrates the ROI and value of the Outreach platform. You will partner with other members of the go-to-market team, such as Solutions Consultants, to guide prospective customers through proof of concept demos. Your primary points of contact are executive stakeholders (CRO, COO, CEO, CFO, and CISO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
We are an AI-forward team, using intelligent tools to research accounts, sharpen discovery, and build business cases faster than the market moves. We are looking for sellers who bring that same mindset to the C-suite, helping prospects see how Outreach's AI-powered platform turns their pipeline into predictable revenue.
Your Daily Adventures Will Include
Territory and Pipeline: Identify, research, and qualify potential new customers in your assigned territory, building pipeline coverage sufficient to achieve your sales targets.
Forecasting: Forecast deals accurately using Outreach's forecast methodology.
Account Planning: Develop and deliver on account plans that strategically increase new revenue for Outreach.
Discovery: Conduct effective discovery calls to identify and unlock the business challenges that Outreach solves.
Solution Demonstration: Demonstrate how the Outreach platform delivers a tailored solution to the outcomes a prospect is trying to achieve.
Deal Execution: Negotiate contracts with cross-functional stakeholders including C-suite, finance, procurement, and technical teams, partnering with internal go-to-market, finance, and leadership resources to drive deals to close.
Scoping and Handoff: Define accurate scoping and success criteria to position a successful implementation, and provide a smooth account transition to professional services and account management teams for future adoption and expansion.
Our Vision of You
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
Proven experience selling AI-powered, complex solutions into medium to large organizations
Demonstrated curiosity about AI and emerging technologies, with a desire to explore how they can enhance your workflow and drive better outcomes for customers
Proven experience selling into accounts through a top-down executive motion
Ability to manage and navigate long sales cycles, typically nine to twelve months, with contract values of $200k to $500k
Knowledge of the MEDDPICC Sales Methodology and experience applying this framework successfully
Disciplined pipeline management, with the rigor to keep opportunities progressing through every stage and forecasts reliable
Strong negotiation skills, with the ability to hold value in complex, multi-stakeholder contract discussions
Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
Executive presence and interpersonal skills
Strong business and financial acumen to be able to showcase metrics and potential ROI
High personal integrity, with a commitment to internal processes and sales methodologies
A collaborative approach and self-directed drive, with the initiative to keep opportunities moving forward
#LI-LT
Why You’ll Love It Here
• Flexible time off
• 401k to help you save for the future
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• A parental leave program that includes options for a paid night nurse, and a gradual return to work
• Infertility/ assisted reproductive services benefit
• Employee referral bonuses to encourage the addition of great new people to the team
• Snacks and beverages in the Office, along with fun events to celebrate
• Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military
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.