Lead Value Consultant, Communication Intelligence (CI)

Overview of Outreach.io

Outreach.io, founded in 2014, is widely recognized as the only complete AI Revenue Workflow Platform helping sales leaders attain connected account visibility and improve forecasting accuracy across all go-to-market (GTM) teams. The platform integrates agentic AI to drive various sales processes from new logo prospecting to renewals, thus enabling sellers to engage in more strategic conversations and actions. Major global organizations like SAP, Siemens, Snowflake, ZoomInfo, and Verizon utilize Outreach to endow their revenue teams with cutting-edge capabilities.

Job Position: Lead Value Consultant, Communication Intelligence (CI)

The role of Lead Value Consultant, CI focuses on creating a vision, strategy, and operational model for Conversational Intelligence that is central to the company’s comprehensive AI strategy and sales methodology. The consultant will be pivotal in defining how CI is used, setting standards for measuring success, and converting insights into action. The individual will work closely with various internal teams like Sales, Solutions Consulting, Enablement, Revenue Operations (Rev Ops), Product, Product Marketing, and data teams to ensure the effective execution of CI initiatives.

Responsibilities and Daily Activities

Candidates should be prepared to undertake several strategic and tactical responsibilities:

CI Vision, Strategy, and Field Operating Model

• Define the Customer Intelligence (CI) North Star, articulating clear standards for organizational coaching, inspection, and automation of sales practices.
• Implement a CI operational model that includes establishing call quality scorecards and inspection cadences while setting up a call library.
• Develop a Voice of the Customer (VOC) strategy to channel insights back into Sales, Product, Marketing, and Leadership effectively.

AI + CI Workflow and Automation Strategy

• Collaborate with AI and Product teams to create workflows that leverage CI insights, thereby improving execution by sales personnel.
• Introduce automations to streamline critical workflows such as summarizing calls and ensuring CRM hygiene.
• Contribute to the roadmap of AI developments that aim to reduce cognitive load on sellers while enhancing execution accuracy.

Coaching, Enablement, and Field Behavior Change

• Equip frontline managers with systems using CI for coaching potentials, encouraging behavioral changes aligned with sales methodologies.
• Work alongside Enablement to convert CI insights into actionable resources like messaging guidance and objection-handling frameworks.

Deal Health, Forecast Signal, and Executive Insight

• Operationalize CI to assess deal health, stage progression, and forecast accuracy.
• Provide executive-ready insights to clarify reasons behind winning offers or stalled negotiations.
• Collaborate with Product teams to define signals that could trigger actionable insights, thereby enriching managerial decision-making.

Cross-Functional Leadership

• Be the authority on CI across departments, influencing the driving standards and principles while advocating for the field's needs during strategy discussions.

Skills and Experience Required

The ideal candidate must possess:

• 7+ years of experience in Sales Strategy, Revenue Operations, or Enablement roles, preferably with customer interaction experience.
• A profound understanding of Conversational Intelligence and practical application regarding sales workflows.
• Familiarity with enterprise sales methodologies and capable of managing inspection models.
• Proven experience designing scalable CI programs and collaborating closely with Product and Data teams.

Success Metrics

• In the first 90 days, establish and socialize the CI strategy and field operation model while setting adoption and inspection metrics.
• In six months, integrate CI inspection and coaching into regular managerial rhythms.
• Achieve demonstrable improvements in at least two key performance metrics related to sales metrics over one year of engagement.

Company Culture and Benefits

Outreach.io promotes a supportive work environment with various attractive benefits:

• Flexible time off and a 401k plan to support long-term financial goals.
• Comprehensive medical, dental, and vision coverage for employees and their dependents.
• A parental leave program, which includes choices for paid night nurses and options for a gradual return to work.
• Employee referral bonuses and numerous events promoting diversity and inclusion within the company.

Outreach is an equal opportunity employer, valuing diversity and considering applicants without regard to race, color, sex, or other distinctions. The organization encourages broader participation and would like potential candidates to apply even if they don't meet all listed requirements.

Conclusion

If you are someone who thrives on collaboration, innovative technological integration, and influencing sales methodologies through data, then the Lead Value Consultant at Outreach.io could be the perfect opportunity for you to make a substantial impact on revenue strategies in a full-time capacity.

This job offer was originally published on himalayas.app