About the Role
The role is responsible for retaining existing customers and uncovering opportunities to expand their platform usage. This includes managing renewals, leading expansion sales cycles, and creating success plans. Executives conduct executive business reviews and serve as strategic advisors to revenue leaders. They engage with both executive stakeholders and operational users across GTM functions. Performance is measured by retention, net revenue growth, quota achievement, forecast accuracy, adoption levels, and customer sentiment.
Responsibilities
- Oversee contract renewals, upsell initiatives, and cross-sell opportunities for existing customers.
- Establish trusted partnerships to maximize platform value, user adoption, and operational efficiency.
- Apply strong business and financial insight to guide clients toward achieving measurable business results and ROI.
- Maintain in-depth knowledge of sales operations, team strategies, methodologies, and performance metrics.
- Create strategic account plans using diverse data sources to boost engagement, usage, and customer satisfaction.
- Ensure high renewal close rates to safeguard revenue retention.
- Design and execute strategies to reduce churn or account contraction when risks emerge.
- Identify, develop, and close expansion opportunities within current accounts.
- Deliver accurate forecasts for renewals and expansion pipelines using established company methodologies.
- Deliver exceptional service in all customer interactions.
- Serve as the primary representative and main point of contact for assigned customers.
- Support clients with product training, strategic advice, best practices, and sales expertise.
- Promote AI-powered selling techniques by showcasing how AI features in deal intelligence, forecasting, and conversation analysis drive revenue impact.
- Integrate AI tools into personal workflows to prioritize accounts, tailor outreach, and improve forecast precision.
- Complete additional tasks as needed.
Work Arrangement
Remote (Country) — EMEA
The Role
The 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 Senior Client Account Executives to act as trusted advisors to the Revenue Office for their customers.
