Client Account Executive

Summary

Join Outreach's Enterprise Client Account Executive team and manage the renewal, expansion, and cross-sell attachment of current Outreach customers with 1,000-5,000 seats. As a Senior Client Account Executive, you will retain current customers and identify growth opportunities, driving value and adoption within your assigned territory. You'll manage customer relationships, contract renewals, and expansion sales cycles, developing and implementing success plans and leading executive business reviews. You will act as a trusted advisor to the Revenue Office for your customers, focusing on key performance indicators like customer retention, net revenue retention, and expansion quota attainment. This role requires strong business acumen, sales operations knowledge, and the ability to build and maintain strong customer relationships. The position offers a competitive compensation package and a variety of benefits.

Requirements

• At least five years of either account management, customer success, or sales lifecycle management experience, preferably in a SaaS environment
• Proven experience demonstrating value realization in a product, platform, or service
• Proven experience influencing product or platform adoption and utilization at customers
• Effective project management skills
• Ability to influence decisions without direct authority
• Strong financial acumen to be able to showcase metrics and potential ROI
• Ability to manage and navigate complex renewals and expansions sales cycles (6 months)
• Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
• Knowledge of various sales methodologies to apply them to customer usage of the Outreach platform
• Strong negotiation skills
• Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
• Executive presence and strong interpersonal skills
• Team player with a high sense of drive and initiative to keep opportunities moving forward to create a winning culture

Responsibilities

• Manage the renewal, expansion, and cross-sell attachment of current Outreach customers
• Build effective partnerships with your customers to realize value, adoption, and business process optimization of the Outreach platform
• Demonstrate strong business and financial acumen to advise and guide your customers to achieve their desired business outcomes and return on investment
• Have a deep understanding of sales operations, sales team strategies, methodologies and KPI’s
• Develop and build account strategy plans using multiple data points from various sources to drive adoption, utilization, and customer sentiment
• Manage and close renewals at a high rate to protect revenue retention
• Develop plans to mitigate churn or contraction, when surfaced
• Discover, nurture, and close expansion opportunities within your customers
• Forecast renewals and expansion pipeline with high level of accuracy using Outreach’s forecast methodology
• Provide impeccable customer service in all interactions
• Act as a single point of contact/the face of Outreach for your customers. Assist them when navigating product training, strategic guidance, best practices in the platform, and selling expertise
• Perform other duties as assigned

Benefits

• 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