We're Looking for Great Talent

Outsell is a team of top professionals serving key clients across the data, information, and analytics industry. Do you have what it takes to help us make our clients even more successful?

Open Position: VP Sales

Dept/Practice Area: Sales
Sponsor: Co-founder & CEO
Location: Where the right person lives — we’ve been “doing remote” for over 20 years, so it’s not an experiment for us

Key Responsibilities and Essential Functions

The primary responsibility of this role is to develop, manage, and direct Outsell’s global sales operation, which includes generating new and renewal sales for our communities and other subscription and custom services. The end goal is to meet or exceed the company’s sales goals and forecasts.

You are driven, curious, innovative, competitive, and love to drive business. As a player/coach with a quota of your own, you will also direct a sales team focused on new and renewal business. You will manage and mentor your field sales team, set quotas, oversee the development of accurate forecasts, and manage performance across new memberships and custom services to ensure the achievement of sales targets, quotas, and forecasts across the firm.

You will work with community managers / client advisors to ensure client success and help drive cross-sell and up-sell opportunities and goals so plans are met or exceeded.

You will be responsible for developing a strong pipeline, representing our services, and closing new business in your own hunter role, leading by example. You will do this while providing forecast and sales oversight for the firm to ensure successful monthly performance overall for all individuals responsible for delivering quotas and sales to the firm.

As an active member of the executive team, modeling Outsell values and brand inside and outside the firm, you will:

  • Generate sales through professional networking, cold-call techniques, following up leads, and business development efforts.
  • Manage, hire, and develop a high-performing new sales team consisting of individual contributors and agents.
  • Set quotas, manage forecasts, and deliver plan across all lines of business for the firm for those you directly and indirectly manage.
  • Proactively prospect and build new business with effective pipe management and ensure that pipelines are current and forecasts are delivered in keeping with our monthly sales cycle and dates.
  • Execute to Outsell’s sales methodology and ensure that our CRM is accurate at all times.
  • Partner with marketing to ensure successful lead generation program execution.
  • Serve as a team leader focused on generating new business and client retention.
  • Develop forecasts for finance, ensure forecast accuracy, and deliver sales targets while meeting or exceeding them individually and for the team.
  • Develop sales plans for budget years and establish quotas and compensation plans.

Background and Experience

Approximately 10+ years of experience as a Director or VP of Sales who has hired, managed, and led a portion of a larger sales team. We are seeking someone eager and able to go to the next level in their career who has demonstrated consistent overachievement in the sales arena as an independent contributor and through a sales team.

  • Experience in a SaaS environment selling data/research/analytics and familiarity with syndicated research business models and communities would be ideal. Familiarity with custom research a plus.
  • College degree with a minimum of a BS/BA and MBA would be ideal but is not required.
  • Experience selling to senior executives (CEOs and members of their executive teams) and attuned to the needs of senior leadership.
  • Excellent listener with strong communication and interpersonal skills.
  • Excellent writing, presentation, and problem-solving skills.

Open Position: VP & Client Advisor

Dept/Practice Area: Executive Services
Sponsor: SVP Analytic Operations
Location: Where the right person lives — we’ve been “doing remote” for over 20 years, so it’s not an experiment for us

Key Responsibilities and Essential Functions

You will use your background in corporate strategy, competitive intelligence, and/or strategic consulting, steeped in data, information, and analytics industries, to help clients improve their operations, compete more effectively, and maximize their value propositions with the market. You will develop deep relationships with key leaders across our industry, drive higher satisfaction across key strategic accounts, and support new business development.

You will tap the full breadth of Outsell’s research and advisory capabilities and your own domain knowledge to ensure value delivery and happiness for your named accounts while looking to expand those commercial relationships through custom and additional subscriptions. Finally, you will develop your own area of analytic expertise to be seen as a thought leader in the market.

  • Client Advisor: Own client success in the execution of Outsell services to top accounts. Drive Strategic Account engagement by building relations as a trusted advisor and forging pathways into your respective Top 10 Account clients with CSOs by holding quarterly advisory calls or visits. Ensure that Outsell meets with each CEO of these accounts annually, maintaining quarterly advisory calls with primary division heads and/or ensuring that they are completed by others.
  • Solutions Architect: Explore, define, scope, propose, and close custom research and consulting engagements with new and existing clients. Work directly with colleagues — in particular, other Chairs, Client Advisors, and Analysts — to develop new projects. Successfully launch and then hand off operational delivery of projects to Project Lead and the SVP Analytic Operations.
  • Thought Leader: Everyone in a client-facing role at Outsell develops and hones an area of analytical expertise. Capitalizing on your unique background and experience, author monthly analysis highlighting and further building this expertise and engaging with clients to explore.

Cultural Steward: Be a leader as well as an active and collaborative Outsell team member, modeling Outsell’s values inside and outside the firm.

Background and Experience

Approximately 15 years of experience working in strategy or competitive intelligence at a technology or information provider, and/or similar analytic and advisory roles within a management consultancy serving data, information services, analytics industries, and/or TMT. Ideally, you’ll bring direct experience designing and scoping custom research and analysis or a strong understanding as a prior purchaser of these services. Finally, you must be able to readily develop an understanding of the data or information market opportunities across a wide variety of vertical industries. Prior experience here is strongly preferred.

  • MBA or advanced degree preferred.
  • Excellent listening, writing, and presenting skills.
  • Intellectually curious and holistic thinker.
  • Ability to articulate solutions to client needs with commercial DNA either by ensuring client renewal success or closing new business in the realm of custom consulting.
  • Ability to work independently with minimal guidance and as part of a team.
  • Ability to work with a variety of personalities and styles and adapt accordingly.
  • Ability to communicate clearly with others, articulate issues and challenges, and offer solutions.
  • Ability to manage projects across a diverse array of responsibilities and build connections between aspects of the role.
  • Ability to plan for appropriate resources at appropriate times to minimize avoidable delays.
  • Ability to adapt to changes in workload and adjust priorities quickly as circumstances dictate.
  • Ability to take initiative to act when answers to a problem are not readily apparent.
  • Ability to grasp a project’s overall purpose.

Outsell's Core Values

  • Service: We are client-centered, good listeners, easy to do business with, and focused on high-touch relationships.
  • Innovation and Creativity:We are can-do and agile, and we embrace change.
  • Integrity: We are honest, ethical, and direct in all our dealings.
  • Accountability: We say what we’ll do, do what we say, and do the right thing.
  • Results:We are committed to helping our clients achieve high-quality, actionable results.
  • Influence: We are a trusted advisor and unbiased thought-leader.
  • Teamwork: We collaborate with our clients and each other.
  • Fun, Freedom, and Family: We get the job done on a schedule that works for each of us, our clients, and our colleagues.
  • Kaizen: We are always learning and improving.
  • Commitment: We are stewards of what we stand for, focused on running a financially healthy business while being active citizens in the world.

About Outsell

Outsell is the leading research and advisory firm serving executives operating in the data, information, and analytics economy. Our solutions leverage proprietary data, leading industry analysts, a partner network, thriving peer-to-peer communities, and world-class events. Through deep relationships, we ensure that our clients make great decisions about strategy, competition, markets, operating best practices, and M&A. We stand by our work 100%, guarantee results, and are fanatical about our clients’ success.

Outsell embraced remote work over 20 years ago, and over the years, we’ve honed it for our entire team. Whether it is onboarding a new hire, collaborating across teams, measuring effectiveness — we focus on output, not input — or maintaining a cohesive and positive culture, we do remote right. In joining us, you won’t become some experiment in a vision of a “new normal” — you’ll be one of the team, operating as we all do from day one.