Account Executive, Commercial

About the Team

Our Commercial Account Executive team is a group of curious, driven sales professionals who believe that growing together makes everyone better. We win as a team; sharing playbooks, championing each other's customers, and bringing genuine curiosity to the craft of selling. Whether it's a podcast, a case study, or a post-mortem on a deal, we're always learning. We celebrate wins together, hold each other accountable, and show up as true ambassadors for Outreach, inside and outside the building.

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. 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.