Principal Technical Account Manager

Outreach; Atlanta (GA); Hybrid; USD 120,000 - 140,000; Full time

Job summary

Outreach is seeking a Principal Technical Account Manager to lead executive-level engagements with our most strategic customers. You will shape customer success programs, influence product strategy, and drive scalable TAM practices across the organization.

In this senior individual contributor role, you will partner with Product, Engineering, GTM, and Supportability to reduce risk, accelerate outcomes, and push for platform evolution in a remote, EST-time-zone setting.

Qualifications

• 12+ years in Principal Technical Account Management, Enterprise Program Management, or related strategic technical roles.
• Proven track record managing highly strategic enterprise customers or large-scale programs with organizational impact.
• Expert-level proficiency across platform architecture, enterprise operations, customer engagement strategy, and operational workflows.

Responsibilities

• Own and lead enterprise-level strategic engagements with Outreach's most highly strategic customers, serving as a strategic advisor to executive leadership.
• Define and drive systemic customer success initiatives and transformational programs with measurable business impact.
• Establish TAM engagement models, customer success frameworks, and best practices that scale across the organization.
• Serve as the voice of the customer at a strategic level, influencing long-term product direction and roadmap prioritization.
• Lead cross-functional initiatives across Product, Engineering, Supportability, Escalations, and GTM leadership to drive platform evolution.
• Advise senior leadership on customer strategy, priorities, and risk reduction with preventive solutions.
• Champion AI adoption and scalable AI-enabled workflows for operational excellence.

Skills

Strategic leadership

Enterprise account management

Customer success

AI adoption

Technical architecture

CRM integrations

Tools

Salesforce

Dynamics

REST APIs

Twilio

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.

The Role

As a Principal Technical Account Manager, you are a strategic authority within Outreach's Technical Account Management organization. You own enterprise-level engagements with our most highly strategic customers and drive systemic customer success initiatives that shape how the entire TAM function operates. You act as a strategic advisor to executive customer leadership and to internal stakeholders across Product, Engineering, GTM, and Supportability — influencing long-term customer partnerships, product direction, and organizational priorities.

At this level, you define the engagement models, customer success frameworks, operational standards, and best practices that scale across the TAM organization. You are the voice of the customer at the highest level, translating enterprise-scale patterns into actionable product and operational strategy. You lead transformational programs with broad business impact and operate as a senior advisor in critical customer and business decisions.

This is the most senior individual contributor level in the TAM organization, requiring expert-level proficiency across platform architecture, enterprise operations, customer engagement strategy, and organizational leadership. You are recognized internally and externally as a strategic authority.

About the Team

The Outreach Technical Account Management team is a crucial resource that helps customers realize the full potential of the Outreach platform. The team is comprised of deeply technical, customer-obsessed professionals who drive proactive customer health, strategic engagement, and long-term platform success across our most critical enterprise accounts. The Principal TAM plays a pivotal role in elevating the entire team's standards, frameworks, and capabilities.

Location

This role, while fully remote, must be located in the EST time zone.

Your Daily Adventures Will Include

• Own and lead enterprise-level strategic engagements with Outreach's most highly strategic customers, serving as a strategic advisor to executive leadership on both sides of the relationship

• Define and drive systemic customer success initiatives, transformational programs, and organizational efforts with measurable business impact

• Establish TAM engagement models, customer success frameworks, operational standards, and best practices that scale across the organization

• Serve as the voice of the customer at a strategic level — influencing long-term product direction, roadmap prioritization, and operational strategy through deep customer insight and advocacy

• Lead cross-functional initiatives across Product, Engineering, Supportability, Escalations, and GTM leadership to drive platform evolution and customer outcomes at scale

• Advise senior leadership on customer strategy, operational priorities, and systemic risk reduction — anticipating long‑term risks and building preventive solutions

• Champion AI adoption and innovation across the TAM organization; define best practices, governance, and scalable AI-enabled workflows for operational excellence

• Develop scalable frameworks for customer engagement, operational excellence, and risk management that improve the effectiveness of the entire TAM function

• Act as a thought leader and change agent — simplifying ambiguity and creating scalable approaches for others to follow across highly complex, novel, cross‑functional challenges

Our Vision of You

• 12+ years in Principal Technical Account Management, Enterprise Program Management, Principal Solutions Consulting, Support Leadership, or related strategic technical roles

• Proven track record managing highly strategic enterprise customers or large-scale programs with significant organizational impact

• Recognized expertise in complex customer environments, integrations, and operational strategy at scale

• Demonstrated influence across Product, Engineering, GTM, and leadership teams — driving alignment on strategic initiatives without formal authority

• Experience building scalable frameworks, processes, strategies, or organizational programs that outlast individual engagements

• Strong strategic thinking, executive presence, and organizational leadership — able to operate as a senior advisor in critical business decisions

• Expert-level proficiency across platform architecture, integrations, enterprise environments, customer engagement strategy, and operational workflows

• Recognized technical authority within the TAM organization and across cross‑functional teams

• Ability to influence technical standards, scalability approaches, and TAM engagement models at an organizational level

• Deep proficiency in CRM platforms (Salesforce and Dynamics preferred), SSO, TCP/IP, VOIP systems (Twilio preferred), REST APIs, and Sales engagement platforms

• Advises leadership on systemic customer and technical risks; partners with GTM, Product, and Engineering on long‑term platform improvements

• Server Operating Systems or experience as a Network or Systems Admin preferred

• Fully autonomous in setting priorities and strategic direction — defines problems and drives execution across teams and organizations with no oversight required

• Makes strategic decisions impacting customers, operations, and business outcomes; exercises executive‑level judgment in high‑stakes and ambiguous situations

• Defines risk management approaches across the TAM organization; anticipates systemic risks and drives preventive solutions

• Shapes organizational direction through thought leadership; influences senior leaders across Product, Engineering, Support, and GTM

• Exceptional executive communication skills — translates complex, systemic challenges into clear strategic narratives for internal and external leadership

• Champions advanced AI adoption, automation strategy, and predictive analytics across the TAM function; partners with leadership to identify strategic AI opportunities that improve customer experience and business outcomes

• Acts as a trusted advisor internally and externally on the most complex and critical customer matters

$120,000 - $140,000 a year

The annual on target earnings (OTE) range for this role is $120,000-$140,000 You may also be offered incentive compensation, bonus, restricted stock units, and benefits. Actual compensation is based on factors such as the candidate's skills, qualifications, location and experience. Final offers are determined through a holistic assessment and will vary within the posted range. Your Recruiter will share specific details based on your location and role during the hiring process.

Why You’ll Love It Here

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

Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't