Account Executive, Commercial

About 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; researching, prospecting, advising, negotiating contracts, and closing deals across companies with 10 to 1,000 employees. You are accountable for developing account plans using the MEDDPICC sales methodology to build new business and achieve your territory goals.

Responsibilities

• Prospect, qualify, and build pipeline within your assigned territory.
• Maintain pipeline coverage to consistently achieve quota.
• Forecast deals appropriately and accurately using Outreach's forecast methodology.
• Develop and deliver account plans using MEDDPICC Sales Methodology to strategically drive 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 go-to-market, finance, and leadership teams.
• Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical stakeholders.
• Translate prospect needs into accurate scoping and success criteria that set up a strong implementation handoff.
• Provide smooth account transition to professional services and account management teams for future adoption and expansion.
• Operate with high integrity while adhering to internal processes and sales methodologies.

Requirements

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

Qualifications

• Proven success in managing complex, multi-channel sales strategies.
• Experience working with and influencing senior executives.
• Ability to develop and execute comprehensive sales plans.
• Strong understanding of MEDDPICC or similar sales methodologies.
• Excellent negotiation and contract management skills.
• Ability to work independently and as part of a team.
• Passion for technology and a deep understanding of AI-driven solutions.

Skills

• Agentic AI, conversation intelligence, and assistive AI expertise.
• Strong financial acumen and the ability to demonstrate ROI.
• Effective communication and presentation skills.
• Strong negotiation and contract management skills.
• Project management and organizational skills.
• Leadership and team-building abilities.
• Ability to work in a fast-paced, dynamic environment.

Benefits

• Flexible time off
• 401(k) to help you save for the future
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Parenthood 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
• 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 employer

Pay

The total compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $140,000 - $160,000 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.

Schedule

Location: Remote or Seattle, WA