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 Incumbents are outdated, slow, and burdened by high-cost services.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, Healthcare & Life Sciences to lead Outset’s growth with health plans and payer organizations. This is a quota-carrying individual contributor role reporting to the VP of Sales, responsible for selling Outset into healthcare 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 Insights & Analytics teams at pharmaceutical, biotech, and life sciences companies, as well as health insurers. Life sciences companies need to understand patients, caregivers, and healthcare professionals across the product lifecycle, from early concept and messaging work through launch and brand tracking. Health insurers need to understand why members choose, stay, and leave, and how to improve the experience scores that drive ratings and revenue. Outset gives both groups that depth at a speed and scale traditional research can’t match. Your job is to make Outset the standard for how these teams understand their customers, landing with one brand, therapeutic area, or line of business and expanding across the organization. There’s also a significant opportunity to expand into UX Research, Product, CX, and Patient and Member Experience teams. You’ll partner closely with Marketing, Product, Security, and Customer Success teams, and you’ll bring a deep understanding of how life sciences companies and health insurers operate, govern patient, HCP, and member data, and buy. Responsibilities - Own the full sales cycle for a named set of healthcare and life sciences accounts, from prospecting to close. - Land new logos and grow existing customers across brands, therapeutic areas, and markets in life sciences, and across lines of business at health insurers (Medicare Advantage, Medicaid, commercial, and individual). - Build trusted relationships with Market Research and Insights & Analytics leaders as your primary buyers, and expand into UX Research, Product, CX, and Patient and Member Experience teams within each account. - Lead discovery and demos that connect Outset to healthcare research workflows. In life sciences, that means HCP and patient research, patient journey mapping, concept and message testing, launch readiness, and brand tracking. At insurers, it means member research, plan selection and switching, retention, benefit design, and enrollment marketing. For UX, Product, and CX teams, it means digital and experience research. - Build account plans that map brands, therapeutic areas, lines of business, regions, buying centers, research budgets, and whitespace across each account. - Navigate complex enterprise sales processes, including HIPAA, GDPR, PHI handling, adverse event reporting, HCP compliance, information security, and vendor risk reviews, in partnership with our Security and Legal teams. - Maintain accurate forecasting and pipeline visibility in Salesforce. - Partner with Marketing and outbound teams to build targeted healthcare and life sciences plays (events, content, and references that resonate with each segment). - Collaborate with Customer Success and Research teams to drive adoption and identify expansion opportunities post-sale. - Bring healthcare and life sciences 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 Healthcare accounts—you’ve owned commercial relationships with these customers and know how they buy. - An established network across Market Research and Insights & Analytics leadership at health 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. - A track record of growing existing accounts through expansion and cross-sell across lines of business. - Working knowledge of healthcare and life sciences research, from HCP and patient research in pharma to member experience and plan ratings at insurers, and the privacy and compliance requirements (HIPAA, adverse event reporting) that govern it. - 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.

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, Healthcare & Life Sciences to lead Outset’s growth with health plans and payer organizations.
Own the full sales cycle for a named set of healthcare and life sciences accounts, from prospecting to close.
Land new logos and grow existing customers across brands, therapeutic areas, and markets in life sciences, and across lines of business at health insurers (Medicare Advantage, Medicaid, commercial, and individual).
Build trusted relationships with Market Research and Insights & Analytics leaders as your primary buyers, and expand into UX Research, Product, CX, and Patient and Member Experience teams within each account.
Build account plans that map brands, therapeutic areas, lines of business, regions, buying centers, research budgets, and whitespace across each account.
Navigate complex enterprise sales processes, including HIPAA, GDPR, PHI handling, adverse event reporting, HCP compliance, information security, and vendor risk reviews, in partnership with our Security and Legal teams.
Maintain accurate forecasting and pipeline visibility in Salesforce.
Partner with Marketing and outbound teams to build targeted healthcare and life sciences plays (events, content, and references that resonate with each segment).
Collaborate with Customer Success and Research teams to drive adoption and identify expansion opportunities post-sale.
Bring healthcare and life sciences 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.
Demonstrated experience and expertise selling into and growing Healthcare accounts—you’ve owned commercial relationships with these customers and know how they buy.
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 lines of business.
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.

Nice-to-haves

An established network across Market Research and Insights & Analytics leadership at health firms; relationships with UX Research, Product, or CX leaders are a plus.
Bonus: experience selling research, CX, analytics, or AI solutions into healthcare.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: ashby
Effort: quick