Account Executive, Commercial

• 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.

• 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.

Pay range: $140K - $160K

• 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