What are the responsibilities and job description for the Senior Manager, Sales position at Outreach?
About Outreach
Outreach, founded in 2014, is the only complete AI Revenue Workflow Platform that helps sales leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. Outreach infuses agentic AI to power 100s of use cases across sales motions. From new logo prospecting to renewal and expansion, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Global organizations use Outreach to power their revenue teams, including SAP, Siemens, Snowflake, ZoomInfo, and Verizon to name a few. To learn more, please visit www.outreach.io.
About The Team
Our Mid-Market Client Account Executive team leads customer expansion, renewal commercial negotiations, and cross-sell attachment of current Outreach customers that have 1,000 - 5,000 employees. We are product experts and ambassadors for Outreach. We build deep knowledge and understanding of our customers' goals and pain points to enable them to have the insights to Create & Close pipeline through the Outreach Sales Execution Platform.
Our team focuses on value-based selling, building compelling business cases that showcase undeniable ROI. We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together. We work closely together to champion our customers, share success stories, celebrate our wins, and share goals.
About The Role
As a Senior Sales Manager, Mid-Market, your primary performance outcome is customer expansion. You will empower the team to take ownership of their business, source 90% of their own pipeline, develop strategic territory plans, and exceed quota. You will coach sellers to execute a structured sales process, identify customer pain points, and tailor account strategies to align with business goals. Leading a team of 5-7 AEs, each with up to 30 customers, you’ll provide mentorship, deal coaching, and executive alignment to drive account health and expansion.
Join our dynamic team and be a part of our journey to revolutionize the Sales landscape with our innovative Sales Execution solutions. If you are a passionate and driven sales leader with a knack for sales, we want to hear from you!
Location
Seattle is preferred, but we are open to Atlanta and New York, or remote for the right candidate.
Your Daily Adventures will include
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 want a few lines in a job description to get between us and the opportunity to meet you.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
The annual on target earnings (OTE) range for this role is $275,000 - $320,000. 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.
Outreach, founded in 2014, is the only complete AI Revenue Workflow Platform that helps sales leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. Outreach infuses agentic AI to power 100s of use cases across sales motions. From new logo prospecting to renewal and expansion, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Global organizations use Outreach to power their revenue teams, including SAP, Siemens, Snowflake, ZoomInfo, and Verizon to name a few. To learn more, please visit www.outreach.io.
About The Team
Our Mid-Market Client Account Executive team leads customer expansion, renewal commercial negotiations, and cross-sell attachment of current Outreach customers that have 1,000 - 5,000 employees. We are product experts and ambassadors for Outreach. We build deep knowledge and understanding of our customers' goals and pain points to enable them to have the insights to Create & Close pipeline through the Outreach Sales Execution Platform.
Our team focuses on value-based selling, building compelling business cases that showcase undeniable ROI. We enjoy learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together. We work closely together to champion our customers, share success stories, celebrate our wins, and share goals.
About The Role
As a Senior Sales Manager, Mid-Market, your primary performance outcome is customer expansion. You will empower the team to take ownership of their business, source 90% of their own pipeline, develop strategic territory plans, and exceed quota. You will coach sellers to execute a structured sales process, identify customer pain points, and tailor account strategies to align with business goals. Leading a team of 5-7 AEs, each with up to 30 customers, you’ll provide mentorship, deal coaching, and executive alignment to drive account health and expansion.
Join our dynamic team and be a part of our journey to revolutionize the Sales landscape with our innovative Sales Execution solutions. If you are a passionate and driven sales leader with a knack for sales, we want to hear from you!
Location
Seattle is preferred, but we are open to Atlanta and New York, or remote for the right candidate.
Your Daily Adventures will include
- Foster a high-performance culture of accountability, self-development, and teamwork.
- Teach sellers to develop and execute strategic account and territory plans that drive quota achievement.
- Guide the CAEs in effective prospecting, leveraging tools like Outreach, 6Sense, ZoomInfo, and LinkedIn.
- Train sellers to lead high-impact discovery calls with senior executives (CEO, CRO, CFO, CMO, VP of Sales Ops).
- Train sellers in effective commercial strategy to maximize revenue retention and growth at renewal while reinforcing long-term customer value and commitment.
- Coach CAEs to deliver compelling product demos and articulate Outreach’s value proposition.
- Drive deal momentum within a 60-180 day sales cycle.
- Identify and mitigate deal risks using the MEDDPICC methodology.
- Accurately forecast deals and team attainment using Outreach’s forecast methodology.
- 3 years of experience leading high-performing sales teams with a strong track record of customer growth.
- Success winning deals north of $500,000 ARR, and experience selling to companies with 1,000-5,000 employees.
- Results-driven coach and mentor with a history of developing top sales talent.
- Proven ability to lead teams to consistently achieve sales targets.
- Experience in a closing role before transitioning to leadership.
- Background in managing existing customers, renewals, and multi-stakeholder sales processes.
- Ability to develop business cases and ROI documentation.
- Proficiency in Outreach.io, Salesforce, ZoomInfo, and LinkedIn.
- 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
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 want a few lines in a job description to get between us and the opportunity to meet you.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
The annual on target earnings (OTE) range for this role is $275,000 - $320,000. 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.
Salary : $275,000 - $320,000
