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Lead competitive intelligence and market research across Outreach's AI and revenue platform portfolio. Translate market, customer, and competitor insights into differentiated positioning, battlecards, enablement, and strategic recommendations to influence GTM strategy, product decisions, and executive priorities. Represent Outreach externally and drive cross-functional initiatives that improve win rates and competitive positioning.

Own full customer relationships from onboarding through renewal and expansion for an assigned account territory. Drive adoption, retention, and expansion by delivering strategic guidance, value realization, forecasting, and multi-stakeholder engagement while leveraging AI-assisted tooling and collaboration with technical teams.

The Principal GTM Systems Manager will oversee the revenue tech stack, ensuring reliability and optimization while supporting cross-functional initiatives and new project implementations within revenue operations.

Lead post-sales customer lifecycle operations across onboarding, adoption, renewal, and expansion. Build processes and AI/agentic workflows to identify churn risk and expansion signals, run renewal forecasting, drive digital tech-touch strategies, analyze customer data and health scoring, and lead a team partnering with CS, Product, and Revenue to convert insight into pipeline and revenue.

Lead post-sale product marketing for the install base: identify underused features, create adoption campaigns and in-app/email content, enable Customer Success with playbooks, track adoption metrics, map onboarding journeys, surface expansion signals, and support product launch communications to drive adoption, retention, and expansion.

Lead complex enterprise pre-sales engagements as a strategic advisor: drive discovery, solution design, and POVs; craft technical strategy and value articulation; mentor Solutions Consultants; influence product roadmap and create scalable demo/playbook assets to accelerate enterprise deals and outcomes.

Serve as a subject-matter expert on the Outreach platform, partner with Sales to perform in-depth discovery, qualify opportunities, deliver value-focused product demonstrations, communicate requirements to onboarding and implementation teams, and collaborate with Product and Customer Success to drive deal progression and successful handoffs.

Manage and execute sales compensation plans and Xactly setup, reconciliations, and earning reviews. Support accruals, reporting, employee commission inquiries, documentation, testing for Xactly implementation, process improvements, and ad-hoc projects.

As Commercial Counsel, you will manage and negotiate customer agreements, ensure compliance with data privacy laws, and enhance contract processes within a fast-paced environment.

The role involves defining the vision and strategy of the Outreach AI Platform, prioritizing the roadmap, collaborating with engineering and data science teams, and engaging with customers to refine AI strategies.