Outbound Client Sales Executive

About the role

The Outbound Client Sales Executive hunts untapped opportunity inside assigned existing accounts. This is a pure outbound role – no inbound opportunities – built on deep understanding of each client organisation. It systematically maps assigned accounts to uncover teams, desks and offices not yet using PEI, then prospects into them to land new seats and new products, alongside Account Managers who own the relationship and renewal.

Responsibilities

• Deep Account Intelligence & Mapping
  • Develop expert knowledge of each assigned account: strategy, structure, funds, teams, offices and investment focus
  • Map the full client organization – buying centres, subsidiaries and geographies – against current seat and product coverage
  • Build and maintain a greenfield matrix per account: unlicensed teams and users by product, brand and vertical
  • Track client market activity (fund launches, senior hires, office openings) as timely triggers for outreach
• Outbound Greenfield Prospecting
  • Self-generate 100% of pipeline through outbound prospecting into new contacts and teams within assigned accounts
  • Run multi-touch, multi-channel cadences (email, phone, LinkedIn, events) tailored to each team's workflow and use case
  • Convert existing relationships into referrals and warm introductions to untouched teams
  • Qualify rigorously against structured scoring criteria
• New Seats & New Products
  • Convert unlicensed users and shadow usage into new seats, moving accounts up user bands
  • Introduce new products and brands to teams and desks with no current coverage
  • Land PEI in new departments, offices and geographies within the client organization
  • Build multi-threaded champions in each new buying centre to anchor long-term expansion
• Full-Cycle Closing
  • Deliver tailored pitches and product demonstrations grounded in the target team's specific workflow
  • Manage pricing, objection handling and negotiation for expansion opportunities in line with rate card
  • Close self-sourced deals end-to-end; log accurately and hand back to Account Managers for lifecycle continuity
• Internal Coordination
  • Align with Account Managers on timing to avoid conflicts and protect renewal stability
  • Use Client Engagement usage signals and training gaps to identify expansion-ready teams
  • Feed account intelligence to Marketing to sharpen campaigns and account-based plays
• Forecasting & Metrics
  • Own individual quota for expansion revenue closed from self-sourced greenfield pipeline
  • Accountable for outbound activity and conversion metrics: new contacts engaged, meetings booked, opportunities created, win rate
  • Maintain accurate forecast, pipeline coverage and CRM hygiene in Dynamics 365; participate in weekly pipeline reviews and stand-ups

Qualifications & Experience

• Proven track record in expansion and upsell sales with consistent quota attainment
• Demonstrated success in greenfield prospecting within existing accounts
• Experience in complex, enterprise B2B sales cycles
• Strong understanding of account mapping, buying centres and multiple stakeholder management
• Proven ability to develop deep account intelligence and identify expansion opportunities
• Proficiency with sales tools and CRM platforms (Dynamics 365 preferred)
• An interest in Private Markets and enthusiasm to learn more about the industry

Skills

• Technical Skills
  • Advanced prospecting and outbound engagement across multiple channels (phone, email, LinkedIn)
  • Sales techniques including discovery, value-based selling, negotiation and objection handling
  • Ability to deliver compelling product demonstrations and build business cases for expansion
  • Account research and competitive intelligence gathering
  • Pipeline management and pipeline forecasting skills
• Personal Attributes
  • Resilient and driven: thrives under pressure and remains focused on expansion revenue in the face of multiple competing priorities
  • Self-motivated with a passion for succeeding and comfort operating independently with minimal supervision
  • Excellent communication and interpersonal skills – able to engage with and persuade stakeholders across multiple levels and functions
  • Persistence and resilience: comfortable with rejection and able to maintain momentum and positivity through longer sales cycles
  • Strategic thinker with the ability to analyze account structures, identify patterns and adjust tactics based on account feedback
  • Fast learner with high self-awareness and comfort with regular feedback
  • Collaborative: ability to work closely with Account Managers, Client Engagement and Marketing to drive coordinated account growth

Schedule

This role can be based in New York, NY or in Charlotte, NC.