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Outset has invented AI-powered user interviews for qualitative research at scale. Global brands like HubSpot, Microsoft, Uber, and Nestle use the platform to gain deeper insights about their users faster than traditional methods. The research industry exceeds $140B and is ripe for disruption—incumbents are slow, outdated, and expensive. Outset raised a $30M Series B in December 2025 (led by Radical Ventures with participation from M12, 8VC, Y Combinator, and Adverb Ventures) and grew 8x in the prior year as enterprise customers adopt AI-moderated research as the new standard.
You will be a quota-carrying Account Executive reporting to the VP of Sales, responsible for the full sales cycle with pharmaceutical and life sciences companies. Your primary buyers are Market Research and Commercial Insights teams. Pharma organizations spend heavily on qualitative research with patients, caregivers, and healthcare professionals—including message and positioning testing, patient journey work, HCP perceptions, launch readiness, and market access research. Outset enables these teams to run this work faster and at greater scale. You will own a named set of accounts, landing with one brand or therapeutic area and expanding across the portfolio. There is also significant opportunity to expand into UX Research, Product, and CX teams building digital health tools, patient support programs, and HCP portals.
Key responsibilities include landing new logos and growing existing customers across brands, therapeutic areas, and regions; owning the full sales cycle from prospecting to close; building trusted relationships with Market Research and Commercial Insights leaders; leading discovery and demos connected to pharma research workflows; building account plans that map brands, therapeutic areas, buying centers, and research budgets; navigating complex enterprise sales processes including compliance and regulatory review; maintaining accurate forecasting in Salesforce; partnering with Marketing on targeted pharma plays; collaborating with Customer Success to drive adoption and expansion; and bringing pharma market feedback to Product and GTM teams.
You will partner closely with Marketing, Product, Legal, and Customer teams. Depending on your expertise, there is opportunity to focus on multiple verticals—for example, pairing Pharma with Healthcare Payers.
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 pharma or life sciences accounts; must have owned commercial relationships with pharmaceutical companies and know how they buy
- Established network across Market Research and Commercial Insights leadership in pharma; 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 brands and therapeutic areas
- Working knowledge of the pharma research ecosystem—healthcare market research agencies, patient and HCP recruitment, and compliance requirements
- 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, healthcare market research, analytics, or AI solutions
