Account Executive, Commercial

The role

You will lead the full sales cycle for new accounts, from prospecting and discovery to negotiating contracts and closing deals. You will work with companies of 10 to 1,000 employees and build pipeline in your assigned territory.

What you will do

• Prospect, qualify, and build pipeline within your assigned territory.
• Maintain pipeline coverage to consistently achieve quota.
• Forecast deals accurately using Outreach's forecast methodology.
• Develop and deliver account plans using the MEDDPICC sales methodology.
• Conduct discovery calls to identify business challenges that Outreach solves.
• Demonstrate how the Outreach platform meets a prospect's key outcomes.
• Partner with internal teams in go-to-market, finance, and leadership to close business.
• Negotiate contracts with C-suite, finance, procurement, and technical stakeholders.
• Translate prospect needs into scoping and success criteria for implementation handoff.
• Hand off accounts smoothly to professional services and account management.

Required qualifications

• 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.
• Proven experience selling into accounts through a top-down executive motion.
• Strong financial acumen with the ability to show metrics and potential ROI.
• Knowledge of MEDDPICC or similar sales methodologies.
• Strong negotiation skills with C-suite, finance, and procurement stakeholders.
• Effective written and verbal communication, tailored to any audience.
• Executive presence and strong interpersonal skills.
• Effective project management and ability to influence without direct authority.
• Ability to build strong, trusting relationships internally and externally.
• Team player with drive and initiative to keep opportunities moving forward.

Benefits

• Flexible time off
• 401k to help you save for the future
• Generous medical, dental, and vision coverage for full-time employees and dependents
• Parental leave program with options for a paid night nurse and gradual return to work
• Infertility and assisted reproductive services benefit
• Employee referral bonuses
• Snacks and beverages in the office, plus fun events
• Diversity and inclusion programs and employee resource groups

Before you apply

• Outreach is an equal opportunity employer and invites applicants who do not meet every listed requirement to apply.

About the company

Outreach, founded in 2014, is an agentic AI platform for revenue teams. Customers include Databricks, SAP, Siemens, and Verizon.