Senior Account Executive, Enterprise

Outreach; United States; On-site; USD 290,000 - 315,000; Full time

Benefits offered by this job

Flexible time off

401k

Medical/dental/vision coverage

Parental leave

Infertility benefits

Employee referral bonuses

Office snacks

Diversity and inclusion programs

Job summary

Outreach is looking for a Senior Account Executive for Enterprise, a true hunter who owns the full deal cycle from prospecting to close. You will craft strategic plans, run MEDDPICC-led pursuits, and engage C-suite stakeholders to demonstrate ROI and value of Outreach’s AI-powered platform.

This role targets large deals with long cycles and significant OC revenue. You will collaborate with Solutions Consultants to guide customers through proof points and concept demos, building credible business

Qualifications

• Experience selling large, complex deals in SaaS environments.
• Proficient in MEDDPICC framework and multi-stakeholder negotiations.
• Strong account planning and pipeline management.
• Ability to forecast, strategize, and drive deals to closure.
• Proven track record engaging C-suite and driving ROI discussions.

Responsibilities

• Identify, research, and qualify new enterprise accounts in assigned territory.
• Forecast deals accurately using our methodology.
• Develop and execute strategic account plans to drive new revenue.
• Conduct discovery to uncover business challenges and map ROI.
• Demonstrate the Outreach platform to stakeholders and execs.
• Negotiate contracts with cross-functional teams to close deals.
• Define scoping and handoffs for successful implementations and expansions.

Skills

Enterprise SaaS sales

MEDDPICC

Account planning

Forecasting

Executive engagement

Job description

About Outreach

Outreach, founded in 2014, is the only complete

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

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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Compensation for this role is comprised of an annual base salary and a variable component, ranging between $290,000 - $315,000 OTE. 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, location and experience. Final offers are determined through a holistic assessment and will vary within the posted range. Your recruiter will share specific details based on your location and role during the hiring process.