Key Responsibilities

• Lead strategic value engagements with enterprise customers aligning AI solutions to business priorities.
• Guide discussions uncovering economic, operational, and competitive drivers.
• Lead go-to-market planning for Outreach AI features including packaging, messaging, and sales plays.
• Create sales enablement content and training to position AI capabilities as deal accelerators.
• Coach sales teams on articulating AI value in demos and proof-of-value engagements.
• Create battlecards and objection-handling tools for AI-focused evaluation cycles.
• Develop positioning frameworks to differentiate Outreach AI from competitors and internal solutions.
• Build competitive plays and partner with product marketing to arm the field with intel and proof points.
• Contribute to whitepapers, customer success stories, and events illustrating AI platform value.
• Track AI-influenced pipeline and revenue in partnership with RevOps.
• Build customer value realization stories connecting AI with business outcomes.
• Refine value selling methodology using customer feedback and product evolution.
• Serve as conduit between sales and product to provide feedback on AI use cases and adoption barriers.
• Partner with product to shape roadmap priorities based on buyer needs.
• Champion internal use of Outreach AI across teams and lead pilots before full-scale launches.

Ideal Candidate Profile

• 8+ years in sales engineering, value consulting, management consulting, or strategic sales roles, ideally in B2B SaaS or AI companies.
• Expertise in building business cases, financial models, and C-level narratives translating technology into business value.
• Strong executive presence engaging VP+ and C-suite stakeholders, preferably with existing C-Suite contacts.
• Deep understanding of enterprise and global SaaS models, AI trends, and go-to-market dynamics.
• Familiarity with AI/ML concepts and work with technical stakeholders.
• Exceptional storytelling, communication, facilitation skills, and analytical mindset.
• Experience in high-growth startup environments and enterprise sales motions.
• Proficient in selling against competitive and build-vs-buy scenarios.

Success Factors

• Strategic seller with expert AI technology knowledge to identify solutions within Outreach product.
• Fluent in speaking both product and pipeline language.
• Strong intuition for sales team adoption, trust, and championing of new technology.