Account Executive, Commercial
Outreach · Remote · US
- Base
- $80K–$165K
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 3d ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 1h agoon Outreach's careers page
What Outreach sells
Software that automates sales tasks and sharpens forecasts
Sales teams lose time to repetitive tasks, and their leaders struggle to predict which deals will close. Outreach's software automates those workflows and gives leaders clearer views of every account. Sellers get more time for real conversations, and forecasts become more accurate.
In plain English, from their own job posts. Something wrong? Tell us
More Sales & marketing companies →The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- Base is listed but not OTE. Ask what the variable is and how many people hit it.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Pipeline
- Doesn't say where pipeline comes from. Ask.
- Time on market
- Open 2 days.
- Company hiring
- 3 sales roles open, hiring at a steady pace.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
Going for your first AE role? Get the free interview kit → 24 questions, what good and bad answers sound like, and an offer comparison sheet.
Got an offer from Outreach? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
The role
Sell Outreach's agentic AI platform for revenue teams. The posting doesn't specify target customers, motion, or how much prospecting the role involves.
Selling motion
Who you're selling to
- Buyer:
- Revenue teams and revenue leadersIn their words: “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.”
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- OTE
- Quota size
- Quota attainment
- Average deal size
- Territory
- Sales cycle length
The questions above cover the big ones.