Account Executive, Commercial

Justremote; United States; Remote; USD 80,000 - 165,000; Full time

Benefits offered by this job

Flexible time off

401k

Medical, dental, and vision coverage

Parental leave program with paid night

Infertility/assisted reproductive

Employee referral bonuses

Snacks and beverages in the Office

Diversity and inclusion programs

Job summary

Outreach is seeking a results-driven Account Executive to prospect, qualify, and build a robust pipeline within an assigned territory. You will forecast deals, develop MEDDPICC-based account plans, and articulate how Outreach’s AI-driven platform delivers measurable outcomes for customers.

You will lead discovery calls, engage senior stakeholders, and collaborate with cross-functional teams to close deals and drive renewal and expansion opportunities.

Qualifications

• Two years of sales lifecycle management experience, preferably in SaaS.
• Proven experience selling complex AI-powered solutions to SMBs.
• Curiosity about AI and emerging tech and how they improve outcomes.
• Experience selling into accounts with top-down executive motion.
• Strong financial acumen to showcase metrics and ROI.
• Knowledge of MEDDPICC or similar methodologies in complex deals.
• Strong negotiation skills with C-suite, finance, procurement.
• Excellent written and verbal communication; adaptable messaging.

Responsibilities

• Prospect, qualify, and build pipeline within your territory.
• Maintain pipeline coverage to meet quota.
• Forecast deals using Outreach's methodology.
• Develop and deliver account plans with MEDDPICC to drive revenue.
• Conduct effective discovery calls to uncover business challenges.
• Show how Outreach solves the prospect's key outcomes.
• Collaborate with internal teams to close business and coordinate GTM efforts.
• Negotiate contracts with cross-functional stakeholders and ensure smooth handoff.

Skills

Pipeline management

Forecasting

MEDDPICC

Executive engagement

Account planning

Discovery calls

Negotiation

Communication

Job description

About:

• 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.

Experience:

• 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.

Salary and Perks:

Pay range: $80K - $165K

• 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

About Outreach:

Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipeline.