Global Account Manager - Consulting & Research Agencies

Outset•San Francisco, CA

2d•$200,000 - $300,000

About The Position

Outset is hiring a Global Account Manager to own and grow relationships with leading management consulting and professional services firms. These complex global accounts include multiple practices, regions, research functions, and partner-level budget owners, with buying often occurring engagement by engagement. Consulting firms are also an important route for bringing Outset’s AI-powered user research to their enterprise clients. This is a senior individual-contributor role reporting to the VP of Sales. The role carries full commercial ownership of a small portfolio of global firms, including expansion, cross-sell, pricing, and renewals, with an aggressive seven-figure growth target. The successful candidate will build relationships throughout each firm and turn project-level usage into firm-wide agreements. The Global Account Manager will work with an extended account team that includes Sales Development, Research Operations, an Account Director, and a Solutions Consultant, with executive sponsorship and close collaboration with the Partnerships team. Regular customer-site travel is necessary, and periodic travel to Outset’s San Francisco headquarters is also required.

Requirements

10+ years of enterprise sales experience, including 5+ years in a named global or strategic account role owning a small book of major accounts.
Demonstrated experience selling into and growing accounts at global consulting, market research, or professional services firms, such as strategy firms, the Big Three, large global market research agencies, or large digital and technology consultancies.
Deep understanding of how consulting firms buy, including partner-led decisions, practice and regional budgets, engagement-funded spending, and central procurement.
Proven record of exceeding aggressive seven-figure growth targets within existing accounts through expansion, cross-sell, and renewal, not only net-new logo attainment.
Track record of growing and managing customer relationships over years.
Executive presence and commercial judgment, with credibility among partners and firm leadership and comfort negotiating at scale.
Ability to lead an extended cross-functional account team without direct authority.
Experience with complex global commercial structures, including multi-region contracting, enterprise procurement, multi-year commitments, and competing internal stakeholders.
Strong account-planning methodology, accurate forecasting, and CRM discipline.
Ability to operate independently in a fast-paced startup that is still building its playbook.
Willingness and ability to travel regularly to customer sites and periodically to Outset’s San Francisco headquarters.

Nice To Haves

Prior consulting experience, or experience selling research, insights, analytics, or AI solutions to consulting firms.

Responsibilities

Own a portfolio of a small number of global consulting and professional services firms, with full commercial responsibility for expansion, cross-sell, pricing, and renewal.
Carry and exceed an aggressive seven-figure growth target across the portfolio.
Build and maintain a current global account plan for each firm, covering practices, industry groups, regions, research functions, partner relationships, whitespace and spend, competitive position, and dated expansion plans.
Convert engagement-by-engagement usage into firm-wide and multi-year agreements, including enterprise licenses, preferred-vendor status, and global master services agreements.
Build relationships across firms, from consultants and engagement managers to partners, practice leaders, and firm leadership.
Direct the extended account team across functions and time zones, including Sales Development, Research Operations, the Account Director, Solutions Consultant, Marketing, and executive sponsors.
Run executive business reviews connecting Outset to firm outcomes and convert those reviews into committed budget.
Negotiate and close complex agreements involving global master services agreements, multi-region commitments, procurement, security, and client-data confidentiality reviews, in partnership with Legal, Finance, and leadership.
Forecast accurately and maintain a clean, current account view in Salesforce.
Bring consulting-firm feedback to Outset to inform product direction, pricing, and the global account motion.
Meet regularly in person with partner leads across practices and operational leaders in centralized roles.