Account Executive - Retail

Outset•San Francisco, CA

1d•$200,000 - $300,000

About The Position

Outset is hiring an Account Executive to lead growth with retailers and omnichannel commerce 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 covers both new-logo acquisition and growth of existing customers and reports to the VP of Sales. The primary buyers are Market Research, Brand, and Shopper Insights teams. The Account Executive will position Outset’s AI-powered user interviews as a way for retailers to understand shoppers across brand perception, merchandising and assortment, private label, loyalty and membership, and retail media. The role also offers opportunities to expand into UX Research, Product, and CX teams responsible for e-commerce, app, and in-store experiences. The Account Executive will partner with Marketing, Product, Customer Success, and Research teams, contribute retail market feedback to Product and go-to-market efforts, and develop deep expertise in how retailers operate and buy. Depending on expertise, the role may also cover additional verticals, such as CPG.

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 retail accounts, including ownership of commercial relationships with retailers and knowledge of how they buy.
Experience selling full-service research and analysis deliverables.
An established network across retail Market Research, Brand, and Shopper Insights leadership.
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 business units.
Understanding of how retailers research shoppers, including the agencies, panels, and data providers they rely on.
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, shopper insights, analytics, or AI solutions.

Responsibilities

Own the full sales cycle for a named set of retail accounts, from prospecting to close.
Land new logos and grow existing customers across banners, channels, and business units, including e-commerce, stores, merchandising, private label, loyalty, and retail media.
Build trusted relationships with Market Research, Brand, and Shopper Insights leaders, and expand into UX Research, Product, and CX teams within each account.
Lead discovery and demos that connect Outset to retail research workflows, including shopper journeys and segmentation, brand and campaign research, assortment and private label testing, loyalty and membership, and digital and in-store experience research.
Build account plans mapping business units, buying centers, research budgets, and whitespace across each account.
Navigate complex enterprise sales processes, including procurement, security review, and seasonal planning cycles.
Maintain accurate forecasting and pipeline visibility in Salesforce.
Partner with Marketing and outbound teams to build targeted retail plays, including events, content, and references that resonate with the vertical.
Collaborate with Customer Success and Research teams to drive adoption and identify post-sale expansion opportunities.
Bring retail market feedback to Product and go-to-market teams and become Outset’s go-to expert on the vertical.