Client Account Executive, Commercial

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.
About the TeamOur Commercial  Client Account Executive team customers manage the renewal, expansion, and cross-sell attachment of current Outreach customers (50 - 1,000 employees in a company). We are product experts and ambassadors for Outreach. We build deep knowledge and understanding of our customers' goals and pain points to enable them to have the insights to Create & Close pipeline through the Outreach Sales Execution Platform.
We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together. We work closely together to champion our customers, share success stories, celebrate our wins, and share goals.
Location: Seattle, WAThis is a hybrid position and will include up to 30% of overnight travel to customers
Overview of The RoleThe primary purpose of the Senior Client Account Executive role at Outreach is to retain current customers and identify opportunities to grow or expand their presence and usage across the platform. This role is responsible for driving value and adoption within an assigned territory of customers. You are responsible for managing the relationship with current customers, including contract renewals, identifying expansion opportunities, and managing the sales cycle for those expansions. You will develop, implement, and manage success plans and lead executive business reviews for your customers. Your primary points of contact within existing customers will include both above the line contacts (CRO, COO, CEO, CFO, and CISO) as well as below the line contacts (System Administrators, GTM Leaders, Marketing/content, Revenue Operations, etc). Key performance indicators include, but are not limited to, customer retention and renewal targets, net revenue retention, expansion quota attainment, renewal forecast quality and accuracy, platform utilization and adoption, and customer sentiment. We expect our Customer Account Executives to act as trusted advisors to the Revenue Office for their customers.

Your Daily Adventures will include

• 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.

Basic Qualifications

• At least two  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
• 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 a