Account Executive, Commercial
Outreach, Seattle, WA, United States
About Outreach
Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World‑leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon, to name a few.
About The Team Our Commercial Account Executive team partners with potential customers. They are responsible for managing the full deal cycles from generating opportunities to closing prospective customers (10 – 1,000 employees in a company). We are product experts and ambassadors for Outreach, building deep knowledge and understanding of our customers’ goals and pain points to enable them to create and close pipeline through the Outreach Sales Execution Platform. We enjoy learning new sales trends & methodologies, attending 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.
The Role The primary purpose of an Account Executive at Outreach is to manage complex, full‑life‑cycle sales strategy for new accounts. You are responsible for leading the entire sales cycle, including researching, prospecting, advising, negotiating contracts, and closing deals. You are accountable for developing account plans, using the MEDDPICC sales methodology to build new business and achieve your territory goals. You identify and understand a prospect’s needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and the value proposition of the Outreach platform. You partner with other members of the go‑to‑market team, such as Solution Consultants, to navigate proof‑of‑concept demos to prospective clients. Your primary contacts at prospective new customers are above‑line stakeholders (CRO, COO, CEO, CFO, and CISO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
Location Remote or Seattle, WA
Your Daily Adventures Will Include
Identify, research, and qualify potential new customers in your assigned territory.
Build effective pipeline coverage to achieve your sales targets and goals.
Forecast deals appropriately and accurately using Outreach’s forecast methodology.
Develop and deliver on account plans, using MEDDPICC Sales Methodology, to strategically increase new revenue for Outreach.
Conduct effective discovery calls to identify and unlock business challenges that Outreach solves.
Demonstrate how the Outreach platform provides a tailored solution to a prospect’s key outcomes they are trying to achieve.
Partner effectively with internal resources to drive and close business, navigating team members across go‑to‑market, finance, and leadership.
Negotiate contracts with cross‑functional teams including C‑suite, finance, procurement, and technical teams.
Understand prospect’s needs to develop accurate scoping and success criteria to position a successful implementation.
Provide smooth account transition once landed to professional services and account management teams for future adoption and expansion opportunities.
Operate with high integrity while adhering to internal processes and sales methodologies.
Perform other duties as assigned.
Basic Qualifications
At least two years of sales lifecycle management experience, preferably in a SaaS environment.
Proven experience in selling disruptive, complex solutions into small to medium organizations.
Proven experience in selling into accounts through a top‑down executive motion.
Effective project management skills.
Ability to influence decisions without direct authority.
Strong financial acumen to showcase metrics and potential ROI.
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.
Why You’ll Love It Here
Flexible time off
401k to help you save for the future
Generous medical, dental, and vision coverage for full‑time employees and their dependents
A parental leave program that includes options for a paid night nurse and a gradual return to work
Infertility/assisted reproductive services benefit
Employee referral bonuses to encourage the addition of great new people to the team
Snacks and beverages in the office, along with fun events to celebrate
Diversity and inclusion programs that promote employee resource groups like Outreach Women’s Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military.
Equal Opportunity Employment Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Compensation Compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $120,000 – $165,000 USD. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the book of business being managed, candidate’s skills, and qualifications. We have a location‑based compensation structure; there may be a different range for candidates in other locations.
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About The Team Our Commercial Account Executive team partners with potential customers. They are responsible for managing the full deal cycles from generating opportunities to closing prospective customers (10 – 1,000 employees in a company). We are product experts and ambassadors for Outreach, building deep knowledge and understanding of our customers’ goals and pain points to enable them to create and close pipeline through the Outreach Sales Execution Platform. We enjoy learning new sales trends & methodologies, attending 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.
The Role The primary purpose of an Account Executive at Outreach is to manage complex, full‑life‑cycle sales strategy for new accounts. You are responsible for leading the entire sales cycle, including researching, prospecting, advising, negotiating contracts, and closing deals. You are accountable for developing account plans, using the MEDDPICC sales methodology to build new business and achieve your territory goals. You identify and understand a prospect’s needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and the value proposition of the Outreach platform. You partner with other members of the go‑to‑market team, such as Solution Consultants, to navigate proof‑of‑concept demos to prospective clients. Your primary contacts at prospective new customers are above‑line stakeholders (CRO, COO, CEO, CFO, and CISO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
Location Remote or Seattle, WA
Your Daily Adventures Will Include
Identify, research, and qualify potential new customers in your assigned territory.
Build effective pipeline coverage to achieve your sales targets and goals.
Forecast deals appropriately and accurately using Outreach’s forecast methodology.
Develop and deliver on account plans, using MEDDPICC Sales Methodology, to strategically increase new revenue for Outreach.
Conduct effective discovery calls to identify and unlock business challenges that Outreach solves.
Demonstrate how the Outreach platform provides a tailored solution to a prospect’s key outcomes they are trying to achieve.
Partner effectively with internal resources to drive and close business, navigating team members across go‑to‑market, finance, and leadership.
Negotiate contracts with cross‑functional teams including C‑suite, finance, procurement, and technical teams.
Understand prospect’s needs to develop accurate scoping and success criteria to position a successful implementation.
Provide smooth account transition once landed to professional services and account management teams for future adoption and expansion opportunities.
Operate with high integrity while adhering to internal processes and sales methodologies.
Perform other duties as assigned.
Basic Qualifications
At least two years of sales lifecycle management experience, preferably in a SaaS environment.
Proven experience in selling disruptive, complex solutions into small to medium organizations.
Proven experience in selling into accounts through a top‑down executive motion.
Effective project management skills.
Ability to influence decisions without direct authority.
Strong financial acumen to showcase metrics and potential ROI.
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.
Why You’ll Love It Here
Flexible time off
401k to help you save for the future
Generous medical, dental, and vision coverage for full‑time employees and their dependents
A parental leave program that includes options for a paid night nurse and a gradual return to work
Infertility/assisted reproductive services benefit
Employee referral bonuses to encourage the addition of great new people to the team
Snacks and beverages in the office, along with fun events to celebrate
Diversity and inclusion programs that promote employee resource groups like Outreach Women’s Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military.
Equal Opportunity Employment Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Compensation Compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $120,000 – $165,000 USD. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the book of business being managed, candidate’s skills, and qualifications. We have a location‑based compensation structure; there may be a different range for candidates in other locations.
#J-18808-Ljbffr