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. 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 the value proposition of the Outreach platform. 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.
Elite revenue teams are rethinking how they sell and you'll be the one who shows them the way forward. We're an AI-forward team, embedding AI across our own GTM workflows and bringing that same mindset to every customer conversation. We're looking for sellers with a growth mindset who use AI to work smarter, engage deeper, and close with confidence.
Your Daily Adventures Will Include:
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.
Our Vision of You:
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.
Skills Required
- At least two years of sales lifecycle management experience, preferably in SaaS.
- Proven experience selling complex, AI-powered solutions into small to medium organizations.
- Demonstrated curiosity about AI and emerging technologies and ability to apply them to sales workflows.
- Proven experience selling via a top-down executive motion (CRO, COO, CEO, CFO, CISO).
- Strong financial acumen with ability to showcase metrics and ROI.
- Knowledge of MEDDPICC or similar sales methodologies.
- Strong negotiation skills with experience across C-suite, finance, and procurement stakeholders.
- Effective written and verbal communication skills; ability to tailor messaging to any audience.
- Executive presence and strong interpersonal skills.
- Project management skills and ability to influence without direct authority.
- Ability to build and cultivate strong, trusting relationships internally and externally.
- Team player with high drive and initiative to keep opportunities moving forward.
Outreach Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Outreach and has not been reviewed or approved by Outreach.
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Parental & Family Support — Parental leave is described as unusually generous, including extended leave and distinctive transition support such as a paid night nurse option and food delivery. Family-oriented benefits are repeatedly positioned as a standout part of the overall package.
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Healthcare Strength — Medical, dental, and vision coverage is described as comprehensive, with the employer covering a majority of premiums in many cases. Mental health support and an EAP for confidential counseling are also included as part of the health offering.
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Equity Value & Accessibility — Equity (stock options/RSUs) is commonly included as part of total compensation and is framed as a meaningful component of rewards. For some roles, equity is viewed as a notable source of upside that complements cash compensation.
Outreach Insights
What We Do
Outreach is the number one sales engagement platform. Using advanced machine learning and AI to automate and prioritize customer touchpoints, Outreach dramatically increases sales reps' effectiveness and ability to drive smarter, more insightful engagement with their customers. We're on a mission to make every customer-facing rep wildly productive.
Why Work With Us
We balance explosive growth with unwavering values. We believe in agility, but we don't compromise on high standards or delivering the best quality. Everyone truly wants to do the right thing. At Outreach, you are not only permitted to own your business, but expected to. If you're excited by ownership, you'll fit right in. You will never be bored.
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