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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 raised a $30M Series B in December 2025 and is experiencing 8x business growth as enterprises adopt AI-moderated research as the new standard.
You will own and aggressively grow Outset's relationships with the world's leading management consulting and professional services firms. This is a senior individual contributor role reporting to the VP of Sales. You'll carry full commercial ownership of a small number of global firms—expansion, cross-sell, pricing, and renewal—with an aggressive seven-figure growth target.
Key responsibilities include:
- Own a portfolio of global consulting and professional services firms with full commercial responsibility for expansion, cross-sell, pricing, and renewal
- Carry and exceed a seven-figure growth target across your portfolio
- Build and maintain live global account plans for each firm, mapping every practice, industry group, region, research function, partner-level relationships, whitespace, competitive position, and expansion paths
- Convert engagement-by-engagement usage into firm-wide and multi-year agreements, including enterprise licenses, preferred-vendor status, and global MSAs
- Multi-thread relentlessly from consultants and engagement managers to partners, practice leaders, and firm leadership
- Direct an extended account team (Sales Development, Research Operations, Account Director, Solutions Consultant, Marketing, executive sponsors) across functions and time zones
- Run executive business reviews that tie Outset to firm outcomes—faster engagements, higher-margin delivery, differentiated client offerings—and convert them into committed budget
- Negotiate and close complex agreements including global MSAs, multi-region commitments, procurement, security, and client-data confidentiality reviews
- Forecast with precision and maintain clean, current Salesforce records
- Bring the voice of consulting firms back into Outset to inform product direction, pricing, and global account strategy
- Meet regularly in person with partner leads across practices to build deep relationships and understand operational needs
Requirements:
- 10+ years in enterprise sales, including 5+ years in a named global or strategic account role owning a small book of major accounts
- Demonstrated experience and expertise selling into and growing accounts at global consulting, market research, and professional services firms (strategy firms, Big Three, largest global market research agencies, large digital and technology consultancies)
- Deep understanding of how consulting firms buy: partner-led decisions, practice and regional budgets, engagement-funded spend, and central procurement
- Proven record of exceeding aggressive seven-figure growth targets inside existing accounts (expansion, cross-sell, renewal), not only net-new logo attainment
- World-class relationship management with accounts grown over years, not quarters
- Executive presence and commercial sharpness; credible with partners and firm leadership; comfortable negotiating at scale
- Demonstrated ability to lead an extended, cross-functional account team without direct authority
- Experience with complex global commercial structures: multi-region contracting, enterprise procurement, multi-year commitments, competing internal stakeholders
- Operational rigor with real account planning methodology, accurate forecasting, and CRM discipline
- Ability to operate independently in a fast-paced startup still building the playbook
- Regular travel to customer sites and periodic travel to San Francisco HQ required
- Bonus: prior consulting experience or experience selling research, insights, analytics, or AI solutions to consulting firms
