Senior Client Account Executive, Mid-Market

About the Team:

Our Mid-Market Senior Client Account Executive team leads customer expansion, renewal commercial negotiations, and cross-sell attachment of current Outreach customers that have 1,000 - 5,000 employees. 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.

About of the Role :

As a Senior Client Account Executive at Outreach, you will play a pivotal role in driving strategic growth within our existing customer base. Your primary focus will be adding value to customer executives to grow the relationships and products purchased across your assigned territory. You will act as a trusted advisor to senior revenue leaders, engaging with key stakeholders from the C-suite (CRO, CMO, COO, CEO, CFO, CISO) to GTM and Revenue Operations leaders. By developing and executing tailored expansion strategies, you will align the Outreach account team to measurable business outcomes for our customers while securing multi-year commitments that reinforce long-term partnerships. 

This role requires a strong balance of strategic thinking and execution—you will own the customer strategy, manage executive relationships, identify opportunities for expansion, source pipeline, and navigate the full sales cycle. Success in this role will be measured by expansion quota attainment, forecast accuracy, effectiveness of customer engagement, and the ability to drive high-value, multi-year agreements.You will become an Outreach expert and utilize our platform to deliver on your accountabilities. 

Location: Remote on East Coast, ideally based in a major city such as New York City, Boston, Atlanta, or Chicago. 30% of overnight travel to customers is required 

• 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. 

• 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 

Compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $144,000 -$225,000. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the size and scope of the book of business being managed, candidate's skills, and qualification.   We have a location-based compensation structure; there may be a different range for candidates in other locations.  

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