Account Executive - Pharma

Outset•San Francisco, CA

1d•$200,000 - $300,000

About The Position

Outset is hiring an Account Executive, Pharma to lead growth with pharmaceutical and life sciences companies. This quota-carrying individual contributor owns a named set of accounts and the full sales cycle, from prospecting and pipeline development through closing and account expansion. The role reports to the VP of Sales and works with both prospective customers and existing accounts. The primary buyers are Market Research and Commercial Insights teams. The Account Executive will position Outset’s AI-powered user interviews for work such as patient and healthcare professional research, message and positioning testing, patient journey studies, launch readiness, and market access research. The goal is to establish Outset with an initial brand or therapeutic area and expand adoption across customer portfolios. There is also opportunity to grow into UX Research, Product, and CX teams developing digital health tools, patient support programs, and HCP portals. The role partners closely with Marketing, Product, Legal, Customer Success, and Research teams, applying an understanding of pharma operations, research governance, and purchasing processes. Depending on expertise, the position may also cover additional verticals, such as Healthcare Payers.

Requirements

At least 5 years of quota-carrying B2B SaaS sales experience and a strong track record of exceeding quota.
Demonstrated experience and expertise selling into and growing pharma or life sciences accounts, including ownership of commercial relationships with pharmaceutical companies and knowledge of their buying processes.
An established network among pharma Market Research and Commercial Insights leaders.
Proven ability to run full-cycle enterprise sales, including prospecting, managing complex multi-stakeholder deals, and closing new business.
Track record of growing existing accounts through expansion and cross-selling across brands and therapeutic areas.
Working knowledge of the pharma research ecosystem, including healthcare market research agencies, patient and HCP recruitment, and applicable compliance requirements.
Exceptional communication, executive presence, and relationship-building skills.
Ability to work independently in a fast-paced startup environment.
Willingness to travel up to 40% for customer meetings and industry events.

Nice To Haves

Relationships with UX Research, Product, or CX leaders.
Experience selling research, healthcare market research, analytics, or AI solutions.

Responsibilities

Land new logos and grow existing customers across brands, therapeutic areas, and regions, expanding initial adoption into portfolio-wide relationships.
Own the full sales cycle for a named set of pharma and life sciences accounts, from prospecting through close.
Build relationships with Market Research and Commercial Insights leaders and work with Brand, Patient Experience, and Market Access teams; expand into UX Research, Product, and CX teams.
Lead discovery and demonstrations connecting Outset to pharma research workflows, including patient and HCP research, message and concept testing, patient journey mapping, and launch and access research.
Develop account plans mapping brands, therapeutic areas, buying centers, research budgets, agency relationships, and whitespace.
Navigate enterprise sales processes involving compliance, adverse event reporting, privacy, and medical/legal/regulatory review in partnership with Legal and Research teams.
Maintain accurate forecasts and pipeline visibility in Salesforce.
Partner with Marketing and outbound teams on targeted pharma events, content, and references.
Collaborate with Customer Success and Research teams to drive adoption and identify post-sale expansion opportunities.
Share pharma market feedback with Product and GTM teams and become Outset’s go-to expert on the vertical.