Senior Account Executive managing client relationships in employee benefits for CBIZ Inc. Build strategic client relationships and coordinate service activities in a hybrid work environment.
About the role
- Account Executive responsible for full-cycle sales strategy for new logo accounts at Outreach. Driving revenue and building client relationships within London-based hybrid role.
Responsibilities
- Manage complex, full-life cycle sales strategy for new logo accounts
- Lead the entire sales cycle including researching, prospecting, advising, negotiating contracts and closing deals across both inbound and outbound motions
- Develop account plans using the MEDDPICC sales methodology to drive successful new business and achieve territory goals
- 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
- Partner with other members of the go-to-market team to successfully navigate proof of concept demos to prospective clients
- 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
Requirements
- At least two years of sales lifecycle management experience, preferably in a SaaS environment
- Proven experience in selling disruptive, complex solutions into medium to large organisations
- Proven experience in selling into accounts through a top down executive motion
- Ability to manage and navigate sales cycles up to 6 months with contract values that do not exceed $100k
- Experience managing both inbound and outbound pipelines, with the ability to self-source new opportunities independently
- Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
- Knowledge of the MEDDPICC Sales Methodology and experience applying and using this framework for successful sales
- Strong pipeline management skills
- Strong negotiation skills
- 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
- Team player with a high sense of drive and initiative to keep opportunities moving forward to create a winning culture
Benefits
- 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
Job title
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