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Outset has invented AI-powered user interviews, enabling global brands like HubSpot, Microsoft, Uber, and Nestle to conduct qualitative research at unprecedented speed and scale. The company recently raised a $30M Series B (December 2025) and achieved 8x business growth as enterprises adopt AI-moderated research as the new standard.
You will be an Account Executive responsible for leading Outset's growth within the retail and omnichannel commerce sector. This is a quota-carrying individual contributor role 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 retail accounts, working with both new logos and existing customers.
Your primary buyers are Market Research, Brand, and Shopper Insights teams within retail organizations. Retailers need to understand shoppers across every touchpoint: brand perception, merchandising, assortment, private label, loyalty, membership, and retail media. Outset enables them to hear directly from hundreds of shoppers in hours. Your goal is to make Outset the standard for how these teams understand customers, landing with one team and expanding across the enterprise. There is also significant opportunity to expand into UX Research, Product, and CX teams managing e-commerce, app, and in-store experiences.
Key responsibilities include: owning the full sales cycle for named retail accounts; landing new logos and growing existing customers across banners, channels, and business units (e-commerce, stores, merchandising, private label, loyalty, retail media); building trusted relationships with Market Research and Shopper Insights leaders and expanding into UX, Product, and CX teams; leading discovery and demos connecting Outset to retail research workflows; building account plans mapping business units, buying centers, and research budgets; navigating complex enterprise sales processes including procurement and security review; maintaining accurate forecasting in Salesforce; partnering with Marketing on targeted retail plays; collaborating with Customer Success to drive adoption and identify expansion; and becoming Outset's go-to expert on the retail vertical.
You will partner closely with Marketing, Product, and Customer Success teams. Depending on your expertise, there is opportunity to focus on multiple verticals—for example, pairing Retail with CPG.
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 Retail accounts; you must have owned commercial relationships with retailers and understand how they buy, including selling full-service research and analysis deliverables
- Established network across Market Research, Brand, and Shopper Insights leadership in retail; 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 business units
- Understanding of how retailers research shoppers today, including the agencies, panels, and data providers they rely on
- 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, shopper insights, analytics, or AI solutions
