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About the Role
Outset is seeking an Enterprise Sales Manager to lead a team of Enterprise Account Executives. This role is responsible for team performance, development, and pipeline generation. You will collaborate with Sales leadership to establish repeatable processes, coach representatives through complex sales cycles, and contribute to scaling the enterprise sales motion.
Responsibilities
- Manage and coach a team of Enterprise AEs, including pipeline reviews, deal strategy, forecasting, and 1:1 development.
- Own team quota attainment and forecast accuracy, reporting to Sales leadership.
- Recruit, hire, and onboard new AEs as the team scales.
- Partner with Marketing and Customer Success on enterprise account strategy and expansion.
- Engage directly in complex, high-value deals, providing negotiation support, building executive relationships, and strategizing alongside reps.
- Build and refine sales processes, playbooks, and enablement materials for the enterprise segment.
- Identify and address team performance gaps through coaching plans and performance management.
- Report on team metrics, pipeline health, and win/loss trends to leadership.
Requirements
- 5+ years in enterprise or complex B2B sales.
- At least 3+ years directly managing an AE team.
- Experience selling in the user or market research space.
- Proven track record of hitting or exceeding team quota in a fast-growing, high-velocity sales environment.
- Strong coaching abilities to diagnose and resolve deal or rep challenges.
- Experience building or refining sales processes and playbooks.
- Comfortable operating within a lean team and evolving infrastructure in a startup environment.
- Excellent communication skills, both internally and externally with enterprise buyers and C-level stakeholders.
Skills
- Sales Management
- Team Leadership
- Pipeline Management
- Forecasting
- Deal Strategy
- Recruiting
- Onboarding
- Account Strategy
- Negotiation
- Sales Process Development
- Performance Management
- B2B Sales
- Enterprise Sales
- User Research Sales
- Market Research Sales
- Coaching
- Communication
Location
- Remote
Work Type
- Full-time
Experience Level
- Manager
- 5+ years enterprise/B2B sales
- 3+ years managing AE team
About the Company
- Outset provides AI-powered user interviews for global brands like Hubspot, Microsoft, Uber, and Nestle to gain deep qualitative insights at speed and scale.
- The research industry is a large and growing market ripe for disruption by Outset's innovative approach.
- Outset is backed by prominent Silicon Valley investors, having raised a $30M Series B in December 2025.
- The company experienced 8x business growth as enterprise customers adopt their AI-moderated research.
- Outset is a close-knit team serving major global enterprises.