Enterprise Sales Manager

Outset; San Francisco (CA); On-site; USD 140,000 - 180,000; Full time

Job summary

Outset, the AI‑driven user interview platform, is seeking an Enterprise Sales Manager to lead a team of Enterprise Account Executives. You will shape the enterprise motion, coach reps through complex deals, and partner with Sales leadership to build scalable processes.

In this fast-growing environment, you will own team quota attainment, forecast accuracy, and the end-to-end enterprise strategy with cross-functional partners across Marketing and Customer Success.

Qualifications

• 5+ years in enterprise or complex B2B sales, with 3+ years directly managing an AE team.
• Experience selling in the user or market research space.
• Track record of meeting or exceeding team quotas in a fast-growing, high-velocity environment.
• Strong coaching instincts to diagnose deal blockers and unblock reps.
• Experience building or refining sales process and playbooks.
• Comfortable with lean teams and evolving startup infrastructure.
• Excellent communicator with leadership, cross-functional partners, and enterprise buyers.
• Ability to own team quota attainment and forecast accuracy.

Responsibilities

• Manage and coach a team of Enterprise AEs, including pipeline reviews 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 strategy and expansion.
• Get involved in complex, high-value deals with negotiation support and executive relationships.
• Build and refine sales process, playbooks, and enablement materials for enterprise.
• Identify and address performance gaps with coaching plans.
• Report on team metrics, pipeline health, and win/loss trends to leadership.

Skills

Enterprise sales

Team management

Coaching

Strategic selling

Stakeholder communication

Job description

Outset invented a better way to do research: AI-powered user interviews.

Global brands like Hubspot, Microsoft, Uber and Nestle use Outset to achieve deeper, qualitative insights about their users at unprecedented speed and scale.

The research industry is massive (>$140B and growing) and ripe for disruption. Incumbents are outdated, slow, and burdened by high-cost services. That's our opportunity.

Outset is backed by top Silicon Valley investors and raised a $30M Series B in December 2025—less than six months after our Series A—led by Radical Ventures with participation from M12 (Microsoft’s venture arm), 8VC, Y Combinator, and Adverb Ventures.

The raise follows a breakout year, with our business growing 8x as enterprise customers across industries adopt our category, AI‑moderated research, as the new standard for understanding people.

We’re a tight-knit team serving some of the world’s largest enterprises.

Outset is looking for an Enterprise Sales Manager to lead a team of Enterprise Account Executives. You'll be responsible for the performance, development, and pipeline output of your team. You'll partner closely with Sales leadership to build repeatable process, coach reps through complex deal cycles, and help scale the enterprise motion as Outset grows.

Responsibilities

• Manage and coach a team of Enterprise AEs — pipeline reviews, deal strategy, forecasting, and 1:1 development

• Own team quota attainment and forecast accuracy, reporting up 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 motion

• Get directly involved in complex, high-value deals — negotiation support, exec-level relationship building, and deal strategy alongside your reps

• Build and refine sales process, playbooks, and enablement materials for the enterprise segment

• Identify and address performance gaps on the team, including coaching plans and, when necessary, performance management

• Report on team metrics, pipeline health, and win/loss trends to leadership

Qualifications

• 5+ years in enterprise or complex B2B sales, with at least 3+ years directly managing an AE team

• Experience selling in the user or market research space

• Track record of hitting or exceeding team quota in a fast-growing, high-velocity sales environment

• Strong coaching instincts - able to diagnose why a deal or a rep is stuck and know how to unblock it

• Experience building or refining sales process and playbooks, not just executing an existing one

• Comfortable operating with a lean team and evolving infrastructure (startup environment, not a mature enterprise sales org)

• Excellent communicator, both internally (leadership, cross-functional partners) and externally (enterprise buyers, C-level stakeholders)