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Founding CX Solutions Account Executive

Outset· Sales
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Hybrid (San Francisco)Full-timePosted 4d ago

About the role

Founding CX Solutions Account Executive at Outset, the first CX sales hire for the new CX offering. Owns the discovery to conversion funnel, runs end-to-end deals when needed, collaborates with Product, and defines CX sales process and playbooks.

Responsibilities

  • Discovery: Lead discovery with CX leaders and technical stakeholders to uncover program goals, pain points, buying process, and current stack (Medallia, Qualtrics, CRM, support, and data platforms).
  • Demo: Build and deliver tailored demos that map the CX offering to each prospect's use cases; continuously refine the demo narrative, environments, and datasets.
  • Pilot: Scope pilots with clear success criteria, timelines, and stakeholders; stand up the integrations (APIs, MCP, data connections) and drive each pilot to a decision.
  • Conversion: Turn successful pilots into paid contracts by building the business case, tying results to outcomes, and navigating procurement and security review.
  • Track conversion at each stage (discovery to demo, demo to pilot, pilot to close) and iterate on what works.
  • Own deals end to end: When another AE is on the deal, partner with them as the solution lead; otherwise, run the full cycle as both AE and SC: own pipeline, forecasting, commercial negotiation, and close.
  • Hand off cleanly to Customer Success and stay involved through onboarding and early value realization.
  • Partner with Product and sell the vision: Be the voice of the CX customer inside Product, bringing structured feedback to shape the roadmap; translate roadmap into a compelling medium- and long-term vision for clients.
  • Build the function: Create the CX sales playbook, define processes and metrics for CX sales and help shape future hiring.

Qualifications

  • 6+ years of hands-on experience in the enterprise software sales space (e.g., sales development representative, account executive, solutions consulting, sales engineering).
  • 2+ years working specifically with customer experience solutions.
  • Track record in a customer-facing pre-sales role, owning and delivering discovery, demos, and pilots or proofs of concept that converted to revenue.
  • Track record of closing deals end to end, including pipeline management, business case, commercial negotiation, and close.
  • Experience partnering closely with Product teams, turning customer input into roadmap priorities and selling a credible product vision.
  • Working familiarity with Medallia and/or Qualtrics, including deployment, configuration, and connections to other systems.
  • Demonstrated experience building and supporting data integrations (REST APIs, webhooks, OAuth, API keys, data mapping).
  • Experience with, or strong working knowledge of, Model Context Protocol (MCP) and its connection to AI tools and external systems.
  • Clear written and verbal communication, with ability to explain technical concepts in business terms to technical and executive audiences.
  • Founder’s mindset: comfortable being first in a role and creating structure where none exists.

Skills

Required:Discovery and needs assessmentSolution demosPilot scoping and integrationSales cycle ownershipProduct collaboration
Last updated Oct 22, 2026. Interested? Apply on the company site.
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About Outset

AI-powered user interviews

Outset offers AI-powered user interviews to conduct qualitative research. Traditional surveys are fast but lack depth while live interviews produce high quality data but are slow and expensive. Outset uses LLMs to lead interviews and synthesize results so researchers get high quality data 100 times faster.

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