Account Executive, Commercial

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 our 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. 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.

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 lead to successful building of new business to achieve your territory goals. You are able to identify and deeply understand a prospect’s needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and value proposition of the Outreach platform. You will partner with other members of the go-to-market team, such as Solution Consultants, to successfully navigate proof of concept demos to prospective clients. Your primary points of contact at prospective new customers are above the line contacts (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

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• Prospect, qualify, and build pipeline within your assigned territory.
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• Maintain pipeline coverage to consistently achieve quota.
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• Forecast deals appropriately and accurately using Outreach's forecast methodology.
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• Develop and deliver account plans using MEDDPICC Sales Methodology to strategically drive new revenue for Outreach.
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• Conduct effective discovery calls to identify and unlock business challenges that Outreach solves.
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• Demonstrate how the Outreach platform provides a tailored solution to a prospect's key outcomes they are trying to achieve.
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• Partner effectively with internal resources to drive and close business, navigating go-to-market, finance, and leadership teams.
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• Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical stakeholders.
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• Translate prospect needs into accurate scoping and success criteria that set up a strong implementation handoff.
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• Provide smooth account transition to professional services and account management teams for future adoption and expansion.
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• Operate with high integrity while adhering to internal processes and sales methodologies.

Our Vision of You

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• At least two years of sales lifecycle management experience, preferably in a SaaS environment.
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• Proven experience selling complex, AI-powered solutions into small to medium organizations.
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• Demonstrated curiosity about AI and emerging technologies, with a desire to explore how they can enhance your workflow and drive better outcomes for customers.
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• Proven experience selling into accounts through a top-down executive motion.
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• Strong financial acumen with the ability to showcase metrics and potential ROI.
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• Knowledge of MEDDPICC or similar sales methodologies and how to apply them in a complex deal cycle.
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• Strong negotiation skills with experience across C-suite, finance, and procurement stakeholders.
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• Effective communication skills, both written and verbal, with the ability to tailor messaging for any audience.
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• Executive presence and strong interpersonal skills.
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• Effective project management skills and the ability to influence decisions without direct authority.
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• Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally.
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• Team player with a high sense of drive and initiative to keep opportunities moving forward.