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 Incumbents are outdated, slow, and burdened by high-cost services.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. 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, Pharma to lead Outset’s growth with pharmaceutical and life sciences companies. This is a quota-carrying individual contributor role reporting to the VP of Sales, responsible for selling Outset into pharma 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 Commercial Insights teams. Pharma spends heavily on qualitative research with patients, caregivers, and healthcare professionals—message and positioning testing, patient journey work, HCP perceptions, launch readiness, and market access research—and Outset lets these teams run that work faster and at greater scale. Your job is to make Outset the standard for how they understand patients and prescribers, landing with one brand or therapeutic area and expanding across the portfolio. There’s also a significant opportunity to expand into UX Research, Product, and CX teams building digital health tools, patient support programs, and HCP portals. You’ll partner closely with Marketing, Product, Legal, and Customer teams, and you’ll bring a deep understanding of how pharma companies operate, govern research, and buy. Depending on your expertise, there’s also an opportunity to focus on multiple verticals—for example, pairing Pharma with Healthcare Payers. Responsibilities - Land new logos and grow existing customers across brands, therapeutic areas, and regions—turning a single team’s adoption into a portfolio-wide relationship. - Own the full sales cycle for a named set of pharma and life sciences accounts, from prospecting to close. - 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. - 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. - Build account plans that map brands, therapeutic areas, buying centers, research budgets, agency relationships, and whitespace across each account. - Navigate complex enterprise sales processes, including compliance, adverse event reporting, privacy, and medical/legal/regulatory review, in partnership with our Legal and Research teams. - Maintain accurate forecasting and pipeline visibility in Salesforce. - Partner with Marketing and outbound teams to build targeted pharma 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 pharma 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 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.