Account Executive, Commercial

Outreach

2d • $140,000 - $160,000 • Hybrid

About The Position

Outreach is seeking a Commercial Account Executive to manage complex, full-life cycle sales strategies for new accounts. This role involves leading the entire sales cycle, including researching, prospecting, advising, negotiating contracts, and closing deals for companies with 10 to 1,000 employees. The Account Executive will be responsible for developing account plans using the MEDDPICC sales methodology to build new business and achieve territory goals. This position requires identifying and understanding a prospect's needs, pains, and desired business outcomes to build a compelling business case demonstrating ROI and the value proposition of the Outreach platform. Primary points of contact will be above-the-line contacts such as CRO, COO, CEO, CFO, and CISO. Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy. The role emphasizes an AI-forward approach, embedding AI in GTM workflows and applying this mindset to customer conversations. We are looking for sellers with a growth mindset who leverage AI to work smarter, engage deeper, and close with confidence. The position can be remote or based in Seattle, WA.

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.

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.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed