Senior Client Account Executive

Summary

Join Outreach as a Senior Client Account Executive and drive strategic growth within our existing customer base. You will focus on expanding relationships and product purchases, acting as a trusted advisor to senior revenue leaders. Develop and execute tailored expansion strategies, aligning the Outreach account team to measurable business outcomes. This role demands strategic thinking and execution, encompassing customer strategy, executive relationship management, opportunity identification, pipeline sourcing, and navigating the full sales cycle. Success is measured by quota attainment, forecast accuracy, customer engagement, and securing high-value, multi-year agreements. The position is remote on the East Coast, with 30% overnight travel required. Compensation includes a base salary and a variable component, with a total compensation range of $144,000-$225,000, plus potential incentive compensation, restricted stock units, and benefits.

Requirements

• At least five years of either full-cycle sales or account management experience, preferably in a SaaS environment
• Demonstrated success over achieving on expansion and/or new logo quotas
• Proven experience demonstrating value realization in a product, platform, or service
• Effective project management and organization skills
• Ability to influence decisions without direct authority
• Strong financial acumen to be able to showcase metrics and ROI
• Ability to manage and navigate complex renewals and expansions sales cycles (3 - 9 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

• Drive expansion revenue growth, cross-sell attachment, and renewal commercial negotiations of current Outreach customers to maximize customer lifetime value
• Establish and maintain trusted advisor relationships with C-suite and senior GTM leaders, ensuring strategic alignment between Outreach’s platform capabilities and customers’ key business objectives
• Demonstrate strong business and financial acumen to guide customers in achieving measurable ROI, optimizing sales processes, and enhancing operational efficiency
• Have a deep understanding of sales operations, sales team strategies, methodologies and KPIs
• Develop and build account strategy plans to improve multi-threading, build multiple champions, and align teams to multiple expansion motions within each customer account
• Negotiate and structure renewals to maximize revenue retention while reinforcing long-term customer value and commitment
• Discover, develop, and execute expansion motions within existing accounts, ensuring seamless cross-functional collaboration across sales, success, and product teams
• Forecast expansion pipeline with a high level of accuracy using Outreach’s forecast methodology
• Serve as the primary point of contact for your customers, guiding them through product education, strategic planning, and business transformation initiatives
• Proactively take on additional responsibilities as needed to contribute to Outreach’s mission and the overall success of your customers

Benefits

• Compensation includes a base salary and a variable component
• Total compensation will range between $144,000 -$225,000
• Incentive compensation may be offered
• Restricted stock units may be offered
• Benefits are offered
• Remote work on the East Coast