Job description

Outset invented a better way to do research: AI-powered user interviews. Global brands like Hubspot, Microsoft, Uber and Nestle use Outset to achieve deeper, qualitative insights about their users at unprecedented speed and scale. The research industry is massive (>$140B and growing) and ripe for disruption. Incumbents are outdated, slow, and burdened by high-cost services. That's our opportunity. Outset is backed by top Silicon Valley investors and raised a $30M Series B in December 2025—less than six months after our Series A—led by Radical Ventures with participation from M12 (Microsoft’s venture arm), 8VC, Y Combinator, and Adverb Ventures. The raise follows a breakout year, with our business growing 8x as enterprise customers across industries adopt our category, AI‑moderated research, as the new standard for understanding people. We’re a tight-knit team serving some of the world’s largest enterprises. We’re looking for an Account Executive, Media & Entertainment to lead Outset’s growth with studios, streamers, networks, publishers, music, and gaming companies. This is a quota-carrying individual contributor role reporting to the VP of Sales, responsible for selling Outset into Media & Entertainment organizations and growing those accounts over time. You’ll own the full sales cycle—from prospecting and pipeline development through closing and expansion—across a named set of accounts, working with both net new logos and existing customers. Your primary buyers are Market Research and Audience Insights teams. M&E companies live and die by understanding their audiences—content and pilot testing, trailer and creative evaluation, audience segmentation, subscriber acquisition and churn, and research that powers ad sales—and Outset lets them hear from hundreds of viewers, listeners, and players in hours. Your job is to make Outset the standard for how these teams understand their audiences, landing in one franchise, platform, or division and expanding across the company. There’s also a significant opportunity to expand into UX Research, Product, and CX teams building streaming, gaming, and digital platforms. You’ll partner closely with Marketing, Product, and Customer teams, and you’ll bring a deep understanding of how media and entertainment companies operate and buy. Depending on your expertise, there’s also an opportunity to focus on multiple verticals. Responsibilities - Own the full sales cycle for a named set of Media & Entertainment accounts, from prospecting to close. - Land new logos and grow existing customers across studios, networks, platforms, and divisions—turning a single team’s adoption into a company-wide relationship. - Build trusted relationships with Market Research and Audience Insights leaders as your primary buyers, and expand into UX Research, Product, and CX teams within each account. - Lead discovery and demos that connect Outset to M&E research workflows: content and creative testing, audience segmentation, subscriber journeys and churn, platform UX, and ad sales research. - Build account plans that map divisions, buying centers, research budgets, and whitespace across each account. - Navigate complex enterprise sales processes, including fast release-driven timelines, content confidentiality and security requirements, and procurement. - Maintain accurate forecasting and pipeline visibility in Salesforce. - Partner with Marketing and outbound teams to build targeted M&E plays—events, content, and references that resonate with the vertical. - Collaborate with Customer Success and Research teams to drive adoption and identify expansion opportunities post-sale. - Bring M&E market feedback back to Product and GTM, and become Outset’s go-to expert on the vertical. Qualifications - 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 Media & Entertainment accounts: you’ve owned commercial relationships with studios, streamers, networks, publishers, or gaming companies and know how they buy. - An established network across Market Research and Audience Insights leadership in media and entertainment; 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. - A track record of growing existing accounts through expansion and cross-sell across divisions and business units. - Understanding of how M&E companies research audiences today, including the agencies, panels, and measurement 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, audience insights, analytics, or AI solutions.

Requirements

Must-haves

Outset invented a better way to do research: AI-powered user interviews.
Global brands like Hubspot, Microsoft, Uber and Nestle use Outset to achieve deeper, qualitative insights about their users at unprecedented speed and scale.
The research industry is massive (>$140B and growing) and ripe for disruption. Incumbents are outdated, slow, and burdened by high-cost services. That's our opportunity.
The raise follows a breakout year, with our business growing 8x as enterprise customers across industries adopt our category, AI‑moderated research, as the new standard for understanding people.
We’re a tight-knit team serving some of the world’s largest enterprises.
We’re looking for an Account Executive, Media & Entertainment to lead Outset’s growth with studios, streamers, networks, publishers, music, and gaming companies.
Own the full sales cycle for a named set of Media & Entertainment accounts, from prospecting to close.
Land new logos and grow existing customers across studios, networks, platforms, and divisions—turning a single team’s adoption into a company-wide relationship.
Build trusted relationships with Market Research and Audience Insights leaders as your primary buyers, and expand into UX Research, Product, and CX teams within each account.
Lead discovery and demos that connect Outset to M&E research workflows: content and creative testing, audience segmentation, subscriber journeys and churn, platform UX, and ad sales research.
Build account plans that map divisions, buying centers, research budgets, and whitespace across each account.
Navigate complex enterprise sales processes, including fast release-driven timelines, content confidentiality and security requirements, and procurement.
Maintain accurate forecasting and pipeline visibility in Salesforce.
Partner with Marketing and outbound teams to build targeted M&E plays—events, content, and references that resonate with the vertical.
Collaborate with Customer Success and Research teams to drive adoption and identify expansion opportunities post-sale.
Bring M&E market feedback back to Product and GTM, and become Outset’s go-to expert on the vertical.
5+ years of quota-carrying B2B SaaS sales experience, with a strong track record of exceeding quota.
Proven ability to run full-cycle enterprise sales, including prospecting, managing complex multi-stakeholder deals, and closing new business.
A track record of growing existing accounts through expansion and cross-sell across divisions and business units.
Understanding of how M&E companies research audiences today, including the agencies, panels, and measurement providers they rely on.
Exceptional communication, executive presence, and relationship-building skills.
Ability to operate independently in a fast-paced startup environment.

Nice-to-haves

An established network across Market Research and Audience Insights leadership in media and entertainment; relationships with UX Research, Product, or CX leaders are a plus.
Bonus: experience selling research, audience insights, analytics, or AI solutions.

Application prep

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aigo

Platform: ashby
Effort: quick

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