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 Incumbents are outdated, slow, and burdened by high-cost services.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 hiring our first Global Account Managers to own and aggressively grow a small number of our largest global accounts — companies like Amazon, Microsoft, Google, Meta, and Salesforce. Accounts of this scale are not one company; they're dozens. Amazon alone runs research across retail, devices, AWS, advertising, and entertainment, in a dozen countries, with separate budgets and separate buying centers in each. We're already inside these organizations and the teams who use us love us. What we don't yet have is someone whose entire job is to turn a strong foothold into an enterprise-wide standard. That's this role. This is a senior individual contributor role reporting to the VP of Sales. You'll carry full commercial ownership of your accounts — expansion, cross-sell, pricing, and renewal — and an aggressive seven-figure growth target against them. You will not be working a wide territory or chasing net-new logos. You'll be going deep in a handful of the most important companies in the world, finding net new buying centers and getting introduced via referrals, building the relationships and the multi-year plan that make Outset the way they understand their customers. You'll do it with a team around you. Each global account is supported by a dedicated account team — Sales Development, Research Operations, an Account Director, and a Solutions Consultant, with executive sponsorship from our leadership team. You set the strategy and direct the effort; the resources are there to execute it. RESPONSIBILITIES - Own a portfolio of a small number of strategic global accounts — companies on the scale of Amazon, Microsoft, Google, Meta, and Salesforce — with full commercial responsibility for expansion, cross-sell, pricing, and renewal. - Find new buying centers, both regionally and within the larger umbrella brand, to pursue, predominantly via deep account understanding, referrals and in-person visits. - Carry and exceed an aggressive seven-figure growth target across that portfolio. - Build and maintain a live global account plan for each logo: every buying center by business unit, region, and research function; whitespace and spend map; executive relationship map; competitive position; and a dated path to each expansion. - Multi-thread relentlessly — from practicing researchers to VPs to the C-suite — and build senior relationships durable enough to survive champion turnover, reorgs, and procurement cycles. - Direct the extended account team (Sales Development, Research Operations, Account Director, Solutions Consultant, Marketing, and executive sponsors), setting priorities and holding the plan together across functions and time zones. - Run executive business reviews that reframe the relationship around business outcomes, not usage stats, and convert them into committed budgets. - Negotiate and close complex enterprise agreements — global MSAs, enterprise-wide and multi-region commitments, multi-year structures, enterprise procurement, security and privacy review — in partnership with Legal, Finance, and leadership. - Coordinate coverage globally, aligning our regional teams behind a single account strategy rather than a set of local ones. - Forecast with precision and keep a clean, current view of your accounts in Salesforce. - Bring the voice of your accounts back into Outset — informing product direction, pricing, and how we build the global account motion itself. QUALIFICATIONS - 10+ years in enterprise sales, including 5+ years in a named global or strategic account role (Global Account Manager, Global Account Director, Strategic Account Manager, or equivalent) owning a small book of major brands. - Direct experience selling into and growing accounts of this profile — large, global, matrixed technology or consumer organizations with many buying centers, such as Amazon, Microsoft, Google, Meta, or Salesforce. - A proven record of exceeding aggressive seven-figure growth targets inside existing accounts — expansion, cross-sell, and renewal — not only net-new logo attainment. - World-class relationship management. You are known for the depth and durability of the relationships you build, and you can point to accounts you grew over years, not quarters. - Executive presence and commercial sharpness: credible with CxO and VP-level buyers, consultative enough to teach and shape their thinking, and comfortable negotiating at scale. - Demonstrated ability to lead an extended, cross-functional account team without direct authority — you make the people around you more effective on your accounts. - Experience navigating complex global commercial structures: multi-region contracting, enterprise procurement, multi-year commitments, and competing internal stakeholders. - Operational rigor — a real account planning methodology, accurate forecasting, and CRM discipline. - High ownership, opinionated, proactive, and comfortable with a very fast pace of both decision-making and execution in a startup that is still building the playbook. - Willingness to travel regularly to customer sites and to our San Francisco HQ. - Bonus: experience selling into UX Research, Market Research, or Consumer Insights organizations, or in an adjacent category (research, analytics, AI).

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 hiring our first Global Account Managers to own and aggressively grow a small number of our largest global accounts — companies like Amazon, Microsoft, Google, Meta, and Salesforce.
Find new buying centers, both regionally and within the larger umbrella brand, to pursue, predominantly via deep account understanding, referrals and in-person visits.
Carry and exceed an aggressive seven-figure growth target across that portfolio.
Multi-thread relentlessly — from practicing researchers to VPs to the C-suite — and build senior relationships durable enough to survive champion turnover, reorgs, and procurement cycles.
Run executive business reviews that reframe the relationship around business outcomes, not usage stats, and convert them into committed budgets.
Coordinate coverage globally, aligning our regional teams behind a single account strategy rather than a set of local ones.
Forecast with precision and keep a clean, current view of your accounts in Salesforce.
Bring the voice of your accounts back into Outset — informing product direction, pricing, and how we build the global account motion itself.
Direct experience selling into and growing accounts of this profile — large, global, matrixed technology or consumer organizations with many buying centers, such as Amazon, Microsoft, Google, Meta, or Salesforce.
A proven record of exceeding aggressive seven-figure growth targets inside existing accounts — expansion, cross-sell, and renewal — not only net-new logo attainment.
World-class relationship management. You are known for the depth and durability of the relationships you build, and you can point to accounts you grew over years, not quarters.
Executive presence and commercial sharpness: credible with CxO and VP-level buyers, consultative enough to teach and shape their thinking, and comfortable negotiating at scale.
Demonstrated ability to lead an extended, cross-functional account team without direct authority — you make the people around you more effective on your accounts.
Experience navigating complex global commercial structures: multi-region contracting, enterprise procurement, multi-year commitments, and competing internal stakeholders.
Operational rigor — a real account planning methodology, accurate forecasting, and CRM discipline.
High ownership, opinionated, proactive, and comfortable with a very fast pace of both decision-making and execution in a startup that is still building the playbook.
Willingness to travel regularly to customer sites and to our San Francisco HQ.

Nice-to-haves

Bonus: experience selling into UX Research, Market Research, or Consumer Insights organizations, or in an adjacent category (research, analytics, AI).

Application prep

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

Keywords to mirror

aiaws

Platform: ashby
Effort: quick