Account Executive - Pharma

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 Incumbents are outdated, slow, and burdened by high-cost services.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.

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  Land new logos and grow existing customers across brands, therapeutic areas, and regions—turning a single team’s adoption into a portfolio-wide relationship.

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  Own the full sales cycle for a named set of pharma and life sciences accounts, from prospecting to close.

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  Build trusted relationships with Market Research and Commercial Insights leaders as your primary buyers, working alongside Brand, Patient Experience, and Market Access teams, and expand into UX Research, Product, and CX teams within each account.

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  Lead discovery and demos that connect Outset to pharma research workflows: patient and HCP research, message and concept testing, patient journey mapping, and launch and access research.

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  Build account plans that map brands, therapeutic areas, buying centers, research budgets, agency relationships, and whitespace across each account.

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  Navigate complex enterprise sales processes, including compliance, adverse event reporting, privacy, and medical/legal/regulatory review, in partnership with our Legal and Research teams.

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  Maintain accurate forecasting and pipeline visibility in Salesforce.

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  Partner with Marketing and outbound teams to build targeted pharma plays—events, content, and references that resonate with the vertical.

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  Collaborate with Customer Success and Research teams to drive adoption and identify expansion opportunities post-sale.

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  Bring pharma 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 pharma or life sciences accounts—you’ve owned commercial relationships with pharmaceutical companies and know how they buy.

• An established network across Market Research and Commercial Insights leadership in pharma; 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 brands and therapeutic areas.

• Working knowledge of the pharma research ecosystem—healthcare market research agencies, patient and HCP recruitment, and the compliance requirements that govern this work.

• 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, healthcare market research, analytics, or AI solutions.