outset - Global Account Manager - Consulting & Research Agencies
Requirements
• 10+ years in enterprise sales, including 5+ years in a named global or strategic account role owning a small book of major accounts. • Demonstrated experience and expertise selling into and growing accounts at global consulting, market research and professional services firms—strategy firms, the Big Three, the largest global market research agencies or large digital and technology consultancies. • Deep understanding of how consulting firms buy: partner-led decisions, practice and regional budgets, engagement-funded spend, and central procurement. • A proven record of exceeding aggressive seven-figure growth targets inside existing accounts—expansion, cross-sell, and renewal—not only net-new logo attainment. • World-class relationship management, with accounts you grew over years, not quarters. • Executive presence and commercial sharpness: credible with partners and firm leadership, and comfortable negotiating at scale. • Demonstrated ability to lead an extended, cross-functional account team without direct authority. • Experience with complex global commercial structures: multi-region contracting, enterprise procurement, multi-year commitments, and competing internal stakeholders. • Operational rigor—a real account planning methodology, accurate forecasting, and CRM discipline. • Ability to operate independently in a fast-paced startup that is still building the playbook. • Travel regularly to customer sites will be necessary to achieve your goals, and should be part of your prior playbook. Travel to our San Francisco HQ will also be required periodically. • Bonus: 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 that portfolio. • Build and maintain a live global account plan for each firm: every practice, industry group, region, and research function; partner-level relationships; whitespace and spend; competitive position; and a dated path to each expansion. • Convert engagement-by-engagement usage into firm-wide and multi-year agreements, including enterprise licenses, preferred-vendor status, and global MSAs. • Multi-thread relentlessly—from consultants and engagement managers to partners, practice leaders, and firm leadership—building relationships durable enough to survive partner turnover and reorgs. • Direct the extended account team (Sales Development, Research Operations, Account Director, Solutions Consultant, Marketing, and executive sponsors) across functions and time zones. • Run executive business reviews that tie Outset to firm outcomes—faster engagements, higher-margin delivery, and differentiated client offerings—and convert them into committed budget. • Negotiate and close complex agreements—global MSAs, multi-region commitments, procurement, security, and client-data confidentiality reviews—in partnership with Legal, Finance, and leadership. • Forecast with precision and keep a clean, current view of your accounts in Salesforce. • Bring the voice of consulting firms back into Outset—informing product direction, pricing, and how we build the global account motion. • Regularly meet in person with partner leads across practices to create deep relationships with those driving business performance and who are responsible for partner-level results delivery, as well as operational leaders in centralized roles.
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