Account Executive - Media & Entertainment

Outset•San Francisco, CA

1d•$200,000 - $300,000

About The Position

Outset is hiring an Account Executive to lead growth with media and entertainment organizations, including studios, streamers, networks, publishers, music, and gaming companies. This quota-carrying individual contributor owns the full sales cycle across a named set of accounts, from prospecting and pipeline development through closing and expansion, working with both prospective customers and existing accounts. The role reports to the VP of Sales. The primary buyers are Market Research and Audience Insights teams. The Account Executive will position Outset’s AI-powered user interviews for audience research needs such as content and pilot testing, trailer and creative evaluation, audience segmentation, subscriber acquisition and churn, and research supporting ad sales. The role aims to establish Outset within a franchise, platform, or division and expand adoption across the company, with further opportunities in UX Research, Product, and CX teams. The Account Executive partners with Marketing, Product, Customer Success, and Research teams and may focus on multiple verticals depending on their expertise.

Requirements

At least 5 years of quota-carrying B2B SaaS sales experience and a strong track record of exceeding quota.
Demonstrated experience selling into and growing Media & Entertainment accounts, with commercial relationships at studios, streamers, networks, publishers, or gaming companies and knowledge of how they buy.
An established network among Market Research and Audience Insights leaders in media and entertainment.
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-selling across divisions and business units.
Understanding of how M&E companies research audiences today, including the agencies, panels, and measurement providers they rely on.
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, audience insights, analytics, or AI solutions.
Expertise that supports a focus across multiple verticals.

Responsibilities

Own the full sales cycle for a named set of Media & Entertainment accounts, from prospecting to close.
Land new logos and grow existing customers across studios, networks, platforms, and divisions, expanding adoption from a single team to company-wide relationships.
Build trusted relationships with Market Research and Audience Insights leaders and expand into UX Research, Product, and CX teams within accounts.
Lead discovery and demos connecting Outset to M&E research workflows, including content and creative testing, audience segmentation, subscriber journeys and churn, platform UX, and ad sales research.
Build account plans mapping divisions, buying centers, research budgets, and whitespace across each account.
Navigate complex enterprise sales processes, including fast release-driven timelines, content confidentiality and security requirements, and procurement.
Maintain accurate forecasting and pipeline visibility in Salesforce.
Partner with Marketing and outbound teams to develop targeted M&E plays, including events, content, and relevant references.
Collaborate with Customer Success and Research teams to drive adoption and identify post-sale expansion opportunities.
Bring M&E market feedback to Product and GTM teams and serve as Outset’s go-to expert on the vertical.