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Founding CX Solutions Account Executive

Outset
San Francisco, USA
Full-time
Senior · 6+ years experience
Remote
Discovered 5 days ago
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Full Job Posting

Responsibilities

  • Own discovery → demo → pilot → conversion
  • 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, co-owning deal strategy and the technical path to close.
  • 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, prioritized feedback from discovery, demos, and pilots to shape the short-term roadmap.
  • Work hands-on with Product and Engineering to validate and deliver near-term roadmap items with pilot customers and design partners.
  • Translate the roadmap into a compelling medium- and long-term vision that clients can buy into, while keeping commitments credible.
  • Spot patterns across deals (integration gaps, feature requests, competitive objections) and feed them into product and positioning.
  • Build the function
  • Create the CX sales playbook: discovery guides, demo scripts, pilot templates, business case models, and integration reference architectures.
  • Define the processes and metrics for CX sales and help shape future hiring.

Qualifications

  • 6+ years of hands-on experience in the enterprise software sales space, such as sales development representative, account executive, solutions consulting, sales engineering.
  • 2+ years working specifically with customer experience solutions.
  • A track record in a customer-facing pre-sales role, owning and delivering discovery, demos, and pilots or proofs of concept that converted to revenue.
  • A 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 how they are deployed, configured, and connected to other systems.
  • Demonstrated experience building and supporting a variety of data integrations, including REST APIs, webhooks, authentication methods (OAuth, API keys), and data mapping.
  • Experience with, or strong working knowledge of, Model Context Protocol (MCP) and how it connects AI tools to external systems.
  • Clear written and verbal communication, with the ability to explain technical concepts in terms of business value to technical and executive audiences.
  • A founder's mindset: comfortable being first in a role and creating structure where none exists.
  • Bonus
  • Integration experience with some combination of the following:
  • CRM platforms (e.g., Salesforce, HubSpot)
  • Customer Success platforms (e.g., Gainsight, Totango, ChurnZero)
  • Customer Support platforms (e.g., Zendesk, Intercom, Salesforce Service Cloud)
  • Data lakes and warehouses (e.g., Snowflake, Databricks, BigQuery)
  • Quota-carrying experience in a combined AE and SC (or technical seller) role.
  • Experience as a founding or first sales hire for a new product line or at an early-stage company.
  • Familiarity with CX program concepts such as voice of the customer (VoC), NPS/CSAT/CES, journey analytics, and closed-loop feedback.
  • Scripting or light development skills (e.g., Python, JavaScript, SQL) for building prototypes and demo tooling.
  • Experience with ETL/reverse-ETL tools or iPaaS platforms (e.g., Fivetran, Census, Workato, MuleSoft).
  • Background with AI-powered or research products.

Preferred Qualifications

  • Bonus

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