Account Executive - CPG/Food & Beverage

Outset•San Francisco, CA

1d•$200,000 - $300,000

About The Position

Outset is hiring an Account Executive to lead growth with consumer packaged goods (CPG) and food and beverage (F&B) 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. The role includes both new-logo acquisition and growth of existing customers, and reports to the VP of Sales. The primary buyers are Market Research and Consumer Insights teams. The Account Executive will position Outset’s AI-powered user interviews for CPG research needs such as concept and claims testing, packaging and innovation screening, brand health research, and shopper and usage studies. The goal is to establish Outset within one brand or category and expand adoption across a customer’s portfolio. There may also be opportunities to sell to UX Research, Product, and CX teams, and to cover additional verticals such as Retail depending on the candidate’s expertise. The Account Executive will work closely with Marketing, Product, Customer Success, and Research teams, bringing a strong understanding of how CPG companies operate, plan, and purchase research. The position requires travel of up to 40% for customer meetings and industry events.

Requirements

At least 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 CPG or F&B accounts, including ownership of commercial relationships with consumer goods companies and knowledge of their purchasing practices.
Experience selling full-service research and analysis deliverables.
An established network among Market Research and Consumer Insights leaders at CPG and F&B companies.
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 brands and business units.
Understanding of the CPG research ecosystem, including agencies, panels, and research suppliers.
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.

Nice To Haves

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

Responsibilities

Own the full sales cycle for a named set of CPG and F&B accounts, from prospecting to close.
Land new logos and grow existing customers across brands, categories, and regions, expanding adoption from an individual team to a portfolio-wide relationship.
Build trusted relationships with Market Research, Consumer Insights, Brand, and Category leaders, and expand into UX Research, Product, and CX teams within each account.
Lead discovery and demos that connect Outset to CPG research workflows, including concept testing, claims and packaging, innovation pipelines, brand health, and shopper insights.
Build account plans mapping brands, buying centers, research budgets, agency relationships, and whitespace across each account.
Navigate enterprise sales processes, including annual research planning cycles, procurement, and incumbent research agency relationships.
Maintain accurate forecasting and pipeline visibility in Salesforce.
Partner with Marketing and outbound teams to build targeted CPG plays, including events, content, and references.
Collaborate with Customer Success and Research teams to drive adoption and identify post-sale expansion opportunities.
Bring CPG market feedback to Product and GTM teams and serve as Outset’s go-to expert on the vertical.