Global Account Manager

Outset

4d•$200,000 - $300,000

About The Position

Outset is hiring its first Global Account Managers to own and grow a small portfolio of its largest global accounts. This is a senior individual contributor role reporting to the VP of Sales, with full commercial ownership for account expansion, cross-sell, pricing, and renewal, and an aggressive seven-figure growth target. The role focuses on growing existing strategic accounts rather than managing a broad territory or pursuing net-new logos. The Global Account Manager will find new buying centers across business units and regions, build durable executive relationships, and develop multi-year plans to establish Outset as a standard for understanding customers. Each global account is supported by a dedicated team that includes Sales Development, Research Operations, an Account Director, and a Solutions Consultant, as well as executive sponsorship. The Global Account Manager sets the strategy and directs the team's efforts, coordinating across functions and time zones. The role also brings customer feedback to Outset to inform product direction, pricing, and the development of its global account approach.

Requirements

10+ years of enterprise sales experience, including 5+ years in a named global or strategic account role owning a small book of major brands.
Direct experience selling into and growing large, global, matrixed technology or consumer organizations with many buying centers, such as Amazon, Microsoft, Google, Meta, or Salesforce.
A proven record of exceeding aggressive seven-figure growth targets within existing accounts through expansion, cross-sell, and renewal, rather than only net-new logo attainment.
Strong relationship-management skills and evidence of growing accounts over multiple years.
Executive presence and commercial acumen, including credibility with C-suite and VP-level buyers, consultative skills, and comfort negotiating at scale.
Ability to lead an extended, cross-functional account team without direct authority.
Experience navigating complex global commercial structures, including multi-region contracting, enterprise procurement, multi-year commitments, and competing internal stakeholders.
Operational rigor, including an account-planning methodology, accurate forecasting, and CRM discipline.
High ownership, an opinionated and proactive approach, and comfort working at a fast pace in a startup that is still building its playbook.
Willingness to travel regularly to customer sites and Outset's San Francisco headquarters.

Nice To Haves

Experience selling into UX Research, Market Research, or Consumer Insights organizations, or in an adjacent category such as research, analytics, or AI.

Responsibilities

Own a small portfolio of strategic global accounts with full commercial responsibility for expansion, cross-sell, pricing, and renewal.
Identify new buying centers by region and within larger umbrella brands, primarily through account understanding, referrals, and in-person visits.
Carry and exceed an aggressive seven-figure growth target across the portfolio.
Build and maintain a live global account plan for each account, covering buying centers, whitespace and spend, executive relationships, competitive position, and dated expansion paths.
Build relationships across levels, from practicing researchers to VPs and C-suite executives, that can withstand champion turnover, reorganizations, and procurement cycles.
Direct the extended account team, including Sales Development, Research Operations, the Account Director, Solutions Consultant, Marketing, and executive sponsors.
Run executive business reviews focused on business outcomes and convert them into committed budgets.
Negotiate and close complex enterprise agreements, including global MSAs, enterprise-wide and multi-region commitments, multi-year structures, and enterprise procurement, security, and privacy reviews, in partnership with Legal, Finance, and leadership.
Coordinate global coverage and align regional teams behind a single account strategy.
Forecast precisely and maintain a clean, current view of accounts in Salesforce.
Bring customer feedback into Outset to inform product direction, pricing, and the development of the global account motion.