About Outreach
Outreach, founded in 2014, is 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. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.
The Role
The Lead Strategy Consultant, Conversation Intelligence (CI) 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:
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.
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.
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.
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.
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.
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.
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
United StatesRemoteFull-Timelead
