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Outset has built an AI-powered platform that transforms qualitative research through AI-moderated user interviews. The company serves global enterprises like HubSpot, Microsoft, Uber, and Nestle, operating in a massive research market (>$140B) dominated by outdated, slow incumbents. Outset raised a $30M Series B in December 2025 and achieved 8x business growth in the past year.
You will be a quota-carrying Account Executive responsible for driving Outset's growth within healthcare and life sciences organizations. Reporting to the VP of Sales, you will own the complete sales cycle—prospecting, pipeline development, closing, and account expansion—across a named set of healthcare accounts.
Your primary buyers are Market Research and Insights & Analytics teams at pharmaceutical, biotech, and life sciences companies, as well as health insurers (Medicare Advantage, Medicaid, commercial plans). Life sciences companies use Outset to understand patients, caregivers, and healthcare professionals across product lifecycles—from early concept and messaging through launch and brand tracking. Health insurers use it to understand member behavior, retention, and experience scores that drive ratings and revenue. You will expand Outset into adjacent teams including UX Research, Product, CX, and Patient/Member Experience.
Key responsibilities include owning the full sales cycle for named accounts; landing new logos and expanding within existing customers across brands, therapeutic areas, and business lines; building trusted relationships with research and insights leaders; leading discovery and demos connected to healthcare research workflows; creating account plans mapping brands, therapeutic areas, regions, and buying centers; navigating complex enterprise processes including HIPAA, GDPR, PHI handling, and vendor risk reviews in partnership with Security and Legal; maintaining Salesforce forecasting and pipeline visibility; partnering with Marketing on targeted healthcare plays; collaborating with Customer Success on post-sale adoption and expansion; and becoming Outset's go-to expert on the healthcare vertical.
Requirements:
- 5+ years of quota-carrying B2B SaaS sales experience with a strong track record of exceeding quota
- Demonstrated experience and expertise selling into and growing healthcare accounts; must have owned commercial relationships with healthcare customers and understand their buying processes
- Established network across Market Research and Insights & Analytics leadership at healthcare firms; relationships with UX Research, Product, or CX leaders are a plus
- Proven ability to run full-cycle enterprise sales, including prospecting, managing complex multi-stakeholder deals, and closing new business
- Track record of growing existing accounts through expansion and cross-sell across lines of business
- Working knowledge of healthcare and life sciences research (HCP and patient research in pharma, member experience and plan ratings at insurers) and privacy/compliance requirements (HIPAA, adverse event reporting)
- Exceptional communication, executive presence, and relationship-building skills
- Ability to operate independently in a fast-paced startup environment
- Willingness to travel up to 40% for customer meetings and industry events
- Bonus: experience selling research, CX, analytics, or AI solutions into healthcare
