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 organisations 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.
The Role:
The Lead Value Consultant, CI - Conversation Intelligence Strategy role owns the vision, strategy, and field operating model for Conversational Intelligence as a core pillar of the company’s AI strategy and sales methodology.
You will define how the field uses CI, what “great” looks like, and how insights convert into action, partnering closely with Sales, Solutions Consulting, Enablement, Rev Ops, Product, Product Marketing, and Data teams.
This is a GTM strategist role, that will help build GTM CI playbooks and partner with Product for an enhanced user experience for various LOB personas.
Your Daily Adventures Will Include:
CI Vision, Strategy, and Field Operating Model
- Define and own the Communication Intelligence (CI) North Star for the field, establishing clear standards for what the organization inspects, coaches, automates, and measures.
- Design, implement, and govern the CI operating model, including conversation taxonomy and tagging standards, call quality and methodology scorecards, inspection cadences for managers and leaders, and “what good looks like” call libraries.
- Establish and scale a Voice of the Customer (VOC) strategy that systematically feeds insights back into Sales, Product, Marketing, and Leadership.
- Build and maintain executive-ready, out-of-the-box dashboards that provide visibility across lines of business and senior leadership.
- Serve as the real-world enforcement layer of the company’s sales methodology, ensuring consistent execution of discovery, mutual plans, objection handling, and next-step rigor across the field.
AI + CI Workflow and Automation Strategy
- Partner closely with AI and Product teams to define and deliver AI-first workflows where CI insights directly drive seller and manager execution.
- Enable automation across critical workflows, including call summaries and follow-ups, CRM hygiene and activity capture, deal risk identification, and proactive intervention signals.
- Influence and help shape the roadmap for agentic and assistive AI related to revenue conversations, with a focus on reducing seller’s cognitive load while increasing consistency, signal quality, and execution accuracy.
Coaching, Enablement, and Field Behavior Change
- Equip frontline managers with CI-powered coaching systems that drive behavior change, not just tooling, including weekly inspection views, rep-level performance trend analysis, and deal-specific coaching interventions.
- Partner with Enablement to translate CI insights into scalable, field-ready assets such as talk-track standards, objection-handling frameworks, and persona-based messaging guidance.
- Identify, codify, and operationalize top-performing behaviors to scale across all sellers and build repeatable programs that raise performance standards across segments and roles.
Deal Health, Forecast Signal, and Executive Insight
- Operationalize CI as a critical input into deal health assessment, stage progression confidence, forecast inspection, and risk mitigation.
- Deliver executive-ready insights that explain why deals win or stall, surface competitive narratives heard in the field, and identify messaging patterns correlated to conversion.
- Partner with Product to shape outcomes-based insights and offerings, defining how detected signals trigger downstream actions, workflows, or recommendations.
- Close the loop between conversation behavior and revenue outcomes, strengthening forecast confidence and executive decision-making.
Cross-Functional Leadership
- Serve as the CI authority across Sales, Sales Consulting, Rev Ops, Enablement, Marketing, and Product.
- Influence without authority by setting clear standards and operating principles, driving adoption through value rather than enforcement.
- Represent the field’s needs and realities in Product and AI strategy discussions, ensuring solutions are grounded in real-world execution.
What It Takes to Be Successful:
- Success in this role is defined by the ability to operationalize CI into consistent field execution and measurable revenue impact.
- First 90 Days: CI strategy and field operating model defined, aligned, and socialized. Baseline adoption, quality, and inspection metrics established.
- Within 6 Months: CI inspection and coaching embedded into frontline manager rhythms. Clear leading indicators established linking conversation behavior to pipeline movement and deal quality.
- Within 12 Months: Demonstrated, CI-attributable improvement in at least two key performance metrics, including win rate, deal cycle time, stage conversion, ramp time, and forecast accuracy.
Our Vision of You:
- 7+ years in Sales Strategy, Revenue Operations, Enablement, Solutions Consulting leadership, or Revenue Intelligence roles + customer-facing experience
- Deep hands-on experience with Conversational Intelligence / Revenue Intelligence platforms
- Strong understanding of modern AI concepts and practical application in GTM workflows
- Fluency in enterprise sales methodologies and inspection models
- Experience designing CI programs at scale
- Background partnering with Product, Data, or AI teams
- Prior ownership of cross-functional operating models
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 want a few lines in a job description to get between us and the opportunity to meet you.
