Outreach Pricing in 2026: What You'll Actually Pay

Outreach appears in 65 of the 1,298 VP Sales job postings we track at The CRO Report. That's 5.0% of all executive sales roles, making it the second most mentioned tool in the dataset after Salesforce (180 mentions). The market has made its pick for enterprise sales engagement. The question is what it costs.

Outreach doesn't publish pricing on its website. You have to talk to a sales rep to get a quote, and the number you receive will depend on team size, contract term, and which features you need. Based on G2 reviews, Reddit discussions, Vendr buyer reports, and direct conversations with teams running Outreach, expect to pay $100 to $150 per user per month. That range has held consistent through 2025 and into 2026.

Here's the full breakdown of what Outreach costs by team size, what's included, how the contract works, and how it stacks up against alternatives.

What Outreach Costs by Team Size

Outreach prices on a per-user, per-month basis with annual contracts as the default. The per-user rate stays relatively flat for small and mid-size teams. Volume discounts start appearing around 50 seats, with more meaningful breaks at 100+.

Team Size	Estimated Annual Cost	Per User/Month
5 users	$6,000 - $9,000	$100 - $150
10 users	$12,000 - $18,000	$100 - $150
25 users	$30,000 - $45,000	$100 - $150
50 users	$54,000 - $84,000	$90 - $140 (volume discounts likely)

At 50+ seats, buyers consistently report getting better per-user rates. The discount depends on contract length and total commitment. A two-year deal at 50 seats will net a materially different number than a one-year deal at 10.

There's also a platform fee that some buyers report on top of per-seat costs. This isn't universal. Some quotes bundle it into the per-user price. Others break it out as a separate line item, typically in the $2,000 to $5,000 range annually. Ask your rep to clarify what's included in the quoted number.

For context, a 25-person sales team running Outreach at $125/user/month is looking at $37,500 per year before any add-ons. That's a real line item in your RevOps tools budget, and one worth pressure-testing against what you actually need.

What's Included (and What Costs Extra)

Outreach's core platform is sales engagement: sequences, email automation, dialer, and task management. That's the product most buyers know. The platform has expanded over the past two years into adjacent categories, and those expansions come with additional cost.

Included in the base platform

• Sequences and cadences. Multi-step, multi-channel outreach workflows combining email, phone, LinkedIn, and manual tasks. The sequence builder is Outreach's core product and the primary reason teams buy it.
• Email automation. Personalized email at scale with templates, variables, A/B testing, and send-time optimization. Tracks opens, clicks, and replies.
• Integrated dialer. Click-to-call from within the platform with automatic call logging, voicemail drop, and local presence dialing.
• Task management. Centralized rep workflow that surfaces the next best action based on sequence steps, replies, and engagement signals.
• Salesforce and CRM integration. Bi-directional sync with Salesforce, Microsoft Dynamics, and other supported CRMs. Activity logging, contact creation, and field mapping.
• Basic reporting. Sequence performance, rep activity metrics, email deliverability stats, and pipeline attribution dashboards.

Features that may cost extra

• Outreach Kaia (conversation intelligence). Real-time meeting assistance, transcription, and call analytics. Competes with Gong and Chorus. This is a separate module, not included in the base sales engagement price. See our Gong pricing breakdown for how that market is priced.
• Advanced analytics and reporting. Deeper pipeline analytics, forecasting features, and custom dashboards beyond what the base tier offers.
• Outreach Commit (deal management). Forecasting and pipeline management tools that layer on top of the engagement platform. Priced separately.
• API access. Available on higher-tier plans. Required if you want to pull Outreach data into your own BI tools or data warehouse.
• Premium support and dedicated CSM. Standard support is included. Premium support with faster SLAs and a named customer success manager typically requires a higher spend commitment or an additional fee.
• Additional integrations. Core integrations (Salesforce, Gmail, Outlook, LinkedIn Sales Navigator) are included. Less common or custom integrations may require higher-tier plans.

The pattern matches what you see across enterprise sales tech. The base product gets you in at the quoted per-user rate. The modules that turn it into a full revenue platform add 20-40% to the total cost. Budget for the platform you'll actually use, not just the base price.

The Contract Structure

Outreach sells annual contracts. Monthly billing is uncommon and, when available, comes at a premium that makes it a poor value. Here's what the contract terms look like in practice.

• Annual billing is the default. Most Outreach contracts are billed annually, paid upfront. Some buyers have negotiated quarterly payment terms, but annual upfront remains the standard ask.
• Multi-year deals unlock discounts. Two-year and three-year commitments reportedly come with 10-20% off the annual rate. The exact discount depends on deal size, timing, and your negotiating leverage.
• Minimum seat counts apply. Outreach may require a minimum number of seats, particularly for smaller teams. Buyers have reported minimums ranging from 5 to 10 seats depending on the plan. If you have 7 reps, you might be quoted for 10.
• Auto-renewal clauses are standard. Contracts typically auto-renew at the end of the term. Cancellation requires written notice, usually 30-60 days before the renewal date. Miss that window and you're committed for another year at the renewal rate, which may include a price increase.
• Implementation timeline. Expect 3-6 weeks from contract signing to full deployment. The rollout involves CRM integration, email provider connections, user provisioning, sequence migration (if coming from another tool), and team training. Outreach provides onboarding support, but the timeline depends on your team's availability and the complexity of your existing workflow.

Outreach vs. the Alternatives

Outreach sits at the premium end of the sales engagement market. It's the most feature-rich option for enterprise teams, and it's priced accordingly. Here's how the main alternatives compare across pricing, positioning, and trade-offs.

Tool	Pricing	Best For	Key Trade-off
Outreach	$100-$150/user/month	Enterprise, complex workflows	Expensive, steep learning curve
Salesloft	$75-$125/user/month	Mid-market to enterprise B2B	Less customization, limited reporting
Reply.io	From $60/user/month	SMB multichannel outreach	Less robust than enterprise tools
Instantly	From $30/month	High-volume cold email	Email only, lead data costs extra
Apollo.io	Free tier, from $49/user/month	SMB/mid-market prospecting	Data quality varies

Salesloft is Outreach's closest competitor and the comparison most buyers make. Salesloft typically runs $75 to $125 per user per month, which puts it 15-25% below Outreach on a per-seat basis. The platform is well-regarded for its cadence builder and user-friendly interface. Where it falls short relative to Outreach is in depth of automation, the breadth of enterprise integrations, and advanced analytics. For mid-market teams that need strong sequences without the full enterprise feature set, Salesloft is the natural choice. For enterprise teams running complex, multi-channel workflows with deep Salesforce integration requirements, Outreach's additional capabilities tend to justify the premium.

Reply.io enters at $60 per user per month and covers email, LinkedIn, calls, and SMS in a single platform. It includes AI-assisted email writing, which smaller teams find valuable for scaling personalized outreach without hiring additional reps. Reply.io doesn't match Outreach or Salesloft on enterprise features, governance controls, or reporting depth. For SMB teams doing multichannel outbound with budgets under $100 per seat, it's a strong contender.

Instantly is the cold email specialist. Starting at $30 per month and scaling to $358 per month for high-volume plans, it offers unlimited email accounts, built-in warmup, and automated sending. The trade-off is narrow scope: Instantly does email and nothing else. No dialer, no LinkedIn automation, no task management. The lead database (Instantly B2B Leads) costs extra. For teams whose outbound motion is primarily email-driven, particularly AI SDR operations running high volumes, Instantly's economics are hard to beat.

Apollo.io bundles prospecting data with sales engagement. Its free tier includes limited email sequences and access to Apollo's contact database. Paid plans start at $49 per user per month and include more email credits, advanced filters, and deeper CRM integration. Apollo's value proposition is combining the data layer with the engagement layer in a single tool, which eliminates the need for a separate data provider. The trade-off is that Apollo's contact data quality varies by industry and geography, and the engagement features don't match Outreach's depth for enterprise use cases.

Feature comparison: Outreach vs. Salesloft vs. Reply.io vs. Instantly

Feature	Outreach	Salesloft	Reply.io	Instantly
Email sequences	Advanced	Advanced	Standard	Advanced
Built-in dialer	Yes	Yes	Yes	No
LinkedIn automation	Yes	Yes	Yes	No
AI writing assist	Yes	Yes	Yes	Limited
Conversation intelligence	Add-on (Kaia)	Add-on	No	No
Built-in data/leads	No	No	No	Add-on
CRM integration depth	Enterprise-grade	Strong	Standard	Basic
Governance/admin controls	Advanced	Good	Basic	Basic
Unlimited email accounts	No	No	No	Yes
Free tier	No	No	No	No

When Outreach Is Worth It (and When It Isn't)

Outreach makes sense for:

• Enterprise sales teams with 25+ reps. Outreach's value compounds with team size. The governance controls, admin features, and analytics become essential when you're managing complex outbound operations at scale. At 25+ seats, the cost per rep is justified by the workflow efficiency gains.
• Complex, multi-step outbound workflows. If your sequences involve email, phone, LinkedIn, and manual tasks spread across 15-20 steps over multiple weeks, Outreach's sequence builder handles that complexity better than most alternatives. This is the use case where the platform earns its premium.
• Teams already on Salesforce. Outreach's Salesforce integration is deep: bi-directional sync, custom object support, automated field updates, and trigger-based workflows. If Salesforce is your CRM, Outreach connects to it more thoroughly than lighter alternatives. Given that Salesforce appears in 180 of 1,298 VP Sales postings (13.9%), the overlap between Outreach buyers and Salesforce users is substantial. See our popular sales tools analysis for the full tool mention data.
• Organizations that need compliance and governance. Regulated industries, public companies, and organizations with strict email compliance requirements benefit from Outreach's admin controls, approval workflows, and audit trails. The lighter tools don't offer this level of oversight.

Outreach probably isn't worth it for:

• Teams under 10 reps. At $12,000 to $18,000 per year for 10 seats, you're paying an enterprise price for a team that may not need enterprise features. Alternatives like Reply.io ($60/user/month) or Apollo.io ($49/user/month) deliver core sales engagement for 40-60% less. The savings are better redirected toward headcount or data tools.
• Email-only outbound motions. If your team's outbound is primarily cold email with minimal phone or LinkedIn, Instantly at $30 per month offers unlimited email accounts and built-in warmup for a fraction of Outreach's cost. You're paying for multichannel capability you won't use.
• Startups still validating their outbound playbook. Outreach requires setup time, training, and ongoing administration. If your sequences, messaging, and ICP are still evolving week to week, a simpler tool gives you the flexibility to iterate without the overhead. Once the playbook stabilizes, Outreach becomes a better investment.
• Budget-constrained teams prioritizing data. If you don't have reliable contact data, spending on an engagement platform is premature. Apollo.io's bundled data-plus-engagement model, or pairing Instantly with a dedicated data provider, often delivers more pipeline per dollar for teams still building their prospecting infrastructure.

Negotiation Tips from Buyers

Outreach's pricing is negotiable. The list rate is a starting point. Here's what has worked for buyers we've spoken with.

• Get a Salesloft quote first. Salesloft is Outreach's direct competitor, and Outreach's sales team knows it. Having a Salesloft proposal in hand, especially one with favorable pricing, gives you concrete leverage. You don't need to prefer Salesloft. You just need Outreach's rep to know you have a competitive option at a lower price point.
• Push back on seat minimums. If Outreach quotes you a 10-seat minimum and you have 7 reps, negotiate down. The minimum is a commercial construct, not a technical requirement. Particularly in competitive deals where Salesloft or another tool is in the mix, reps have flexibility to accommodate smaller teams.
• Request quarterly billing. Annual upfront is the default, but quarterly payment terms are achievable if you ask. This reduces your initial cash outlay and creates natural evaluation checkpoints throughout the year.
• Be cautious with multi-year commitments. The 10-20% discount for a two-year or three-year deal is real, but so is the lock-in. If you're buying Outreach for the first time, a one-year contract preserves your ability to switch if the platform doesn't deliver the ROI you projected. The discount on a multi-year deal rarely exceeds what you'd lose if the tool goes underutilized.
• Negotiate the renewal rate upfront. Ask for a price cap on renewal increases. Without this, your year-two rate could jump 10-15% with no recourse. Getting a cap (even at 5%) written into the initial contract protects your budget from year-over-year creep.
• Buy at end of quarter or end of year. Outreach's sales team carries quotas. End-of-quarter purchases, particularly Q4, produce better pricing because reps need to close deals before the period ends. December is historically the best month for discounts.
• Bundle modules for a better overall rate. If you need Outreach Kaia or Outreach Commit in addition to the base engagement platform, bundling them into a single contract gives you more negotiating surface area. The combined deal value gives your rep a larger number to hit quota, which gives you leverage on per-unit pricing.

One more point. Read the auto-renewal clause before you sign. Mark the cancellation notice deadline in your calendar the day you close the deal. Buyers who forget this end up paying for a second year they didn't intend to buy at a rate they didn't agree to.