Account Executive, Commercial

Outreach; United States; Remote; USD 90,000 - 150,000; Full time

Job summary

Outreach is seeking a Commercial Account Executive to lead full-life cycle sales for new accounts within a defined territory. You will research, prospect, advise, negotiate contracts, and close deals with mid-size to large organizations.

You will craft MEDDPICC-based account plans, identify customer outcomes, and partner with cross-functional teams to deliver ROI. This role emphasizes growth mindset, AI-enabled selling, and quota attainment.

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.

Skills

Prospecting

Pipeline management

Forecasting

MEDDPICC

Discovery calls

Negotiation

Job description

About Outreach

Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.

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 pl