About the Team
Our Account Management, Commercial, Growth team manages the full deal cycle, from generation to close, for our existing customers in the Commercial space (20–1,000 employees), including renewals.
You’ll lead a team of 8–10 Account Manager sellers, enabling their success through regular deal coaching, mentorship, and executive alignment. You’ll help AMs establish senior points of contact within their book to drive account health and upsell.
At Outreach, we win as a team. You’ll partner with cross-functional teams, including Solutions Consultants and technical resources, who are on deck to help the Commercial AM team succeed. The team focuses on value selling: building an effective business case throughout the sales process that demonstrates undeniable ROI. You’ll also partner with your leadership peers to refine and implement our processes.
About the Role
As a Sales Manager, Commercial AMs, you’ll teach AMs to act as the CEO of their business, executing a territory plan, exceeding quota, and running a sales process grounded in understanding each prospect’s needs and pains, with bespoke account plans tailored to the goals of each account. In this role, you’ll also coach your team to put Outreach’s AI capabilities to work in their daily selling.
Location: Remote - East Coast preferred
Your Daily Adventures Will Include
Contribute to our winning environment by facilitating a culture of self-development and accountability. We protect the number at Outreach, and leaders do everything they can to achieve it.
Teach AMs to build and manage a territory plan that creates a clear path to quota achievement.
Drive prospect accountability. Our AMs generate their own pipeline using the Outreach platform; you’ll teach them to prioritize their time across daily research, cold calling, and email campaigns, leveraging tools such as 6sense, ZoomInfo, and LinkedIn.
Train AMs to lead strong discovery calls that surface the pains and needs of senior executives (CEO, CRO, CFO, CMO, VP of Sales Operations).
Enable AMs to articulate how the Outreach platform solves customer pains through demos and a clear value proposition.
Coach AMs to maintain deal momentum across a typical 30–60 day sales cycle.
Identify deal risk using the MEDDPICC methodology, partnering with your team, internal partners, and executives to mitigate it.
Forecast deals and team attainment using Outreach’s forecast methodology.
Our Vision of You
2+ years of outstanding results leading team(s) at sales organizations, delivering existing-customer growth and consistently achieving sales targets.
A results-driven coach, mentor, and role model who develops best-in-class talent and drives team results through collaboration and individual performance improvement.
Familiarity with AI-powered sales tools and an interest in coaching a team to use them effectively.
Experience in a closing role prior to assuming leadership responsibilities.
Experience managing existing customers and their renewals.
Experience leading teams in a solution sale that requires multiple stakeholder sign-off before purchase.
Experience helping teams develop business cases and ROI documentation.
Experience leveraging Salesforce, Outreach.io, ZoomInfo, LinkedIn, and/or 6sense.
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