Renewals Account Executive

About the Team

The Renewals Account Executive team focuses on value selling to ensure we’re building an effective business case throughout the sales process that demonstrates an undeniable ROI. You will be trained on and use MEDDPIC to ensure you have a successful pipeline to achieve quota. This team manages the Renewals of existing accounts in the United States. This team has sellers with a pattern of success who appreciate the team's openness in sharing winning ideas and learning from others with the intention of achieving sales targets. 

The Role

As a RenewalsAccount Executive, you will be the CEO of your own business and responsible for overseeing a successful territory plan selling into the United States. Specifically, you will have the responsibilities of deeply understanding the customer’s needs and pains, demoing Outreach's entire platform to solve those needs or pains and providing technical assistance throughout the sales process to ensure we can do what we say we can do within their environment and successfully present a business case that clearly demonstrates an ROI. 

Location: Mexico City Area with in-office expectations 3-4 days a week. 

Your Daily Adventures Will Include

• Contribute to the winning environment by committing to your own self development and cheering on and adding to the development of your teammates. 
• Build and manage a territory plan that builds a realistic plan towards quota achievement
• Develop relationships within your current customers at all levels of an organization
• Prospect approximately 50-60% of your own pipeline by leveraging the Outreach platform. Tasks will include daily research, cold calling, sending email campaigns and using tools such as 6Sense, ZoomInfo and LinkedIn. 
• Conduct thorough discovery calls where you clearly identify the pain and needs of senior executives (CEO, CRO, CFO, CMO, VP of Sales Operations)
• Demonstrate additional features within Outreach platform’s to solve high level pains
• Lead and successfully negotiate renewal negotiations
• Accurately identify risk within deals by using the MEDDPIC methodology and work with your leadership, internal partners and executives to mitigate those risks 
• Forecast deals appropriately using Outreach’s forecast methodology

Our Vision of You

• Fluent in English 
• 2+ years or more of SaaS sales experience, preferably for a multi-product company 
• Proven success in expanding additional products within current customers
• Proven success of renewing customers on an annual basis
• Consistent track record of hitting goal and numbers
• Demonstrated, proven success in relationship building, pipeline management, prospecting, contract negotiation and closing customers
• Ability to build positive relationships and influence. Strong communication and interpersonal skills; ability to be personable yet persistent
• Experience leveraging Salesforce.com , Outreach.io, ZoomInfo, LinkedIn and/or 6Sense